Resources and services for B2B sales performance including free know-how, sales tools, and assessments. Live online and classroom sales training, sales coaching, sales effectiveness, and consulting services.
Art or Science
De-mystifying the art in selling to help organisations maximise their potential is our purpose. We help those who sell complex technology, software, and know-how based services to increase results, improve predictability and resolve issues. We provide business and individual assessment tools together with training, coaching, and business development consulting.
Effective Sales Strategy
It is easy to separate good and bad strategy. Once the 'how' of a plan is set the next actions should be obvious. If required actions aren't obvious, the strategy is not serving its purpose and should be renewed or revised. Good strategy drives tactics. Few can afford the luxury of a bad plan. Drawing on a diverse wells of experience, making the most of resources, and being just a little better has a disproportionate impact on results.
If your need inspiration for sales strategy improvement or ideas for acquiring new customers, this is a good place to explore. The resources on this site reflect many solutions and if you have a DIY mentality, you will find plenty of free material to stimulate your thinking in these pages. If you would rather take the fast track to a better plan, get in touch.
When orders are slow the spotlight is quickly turned on salespeople and their skills yet their ability to perform is affected by their selling environment. Initiatives to increase performance can be directed at three levels: Organisational capability, leadership, and individual competence.
What needs attention first? Enabling the organisation, developing better methods and leadership, or improving skills? Assessment on all three levels gives a complete picture. Attending to the cause is better than treating symptoms.
The health of a company depends on performance matching expectations yet leaders and their people are often expected to predict results without guidance or support.
Getting optimum results depends on managers taking some of the responsibility for defining reliable and repeatable systems for qualification, lead acquisition, and conversion.
Alignment of process, intelligence, marketing resources, qualification, and execution all improve performance predictability.
In many organisations, sales management training is given much less attention than sales training or sales coaching. Leaders are often expected to know it all and deliver results with limited or no professional support. Issues are best dealt with before they become problematic. In an ideal world, managers anticipate problems and difficulties and prevent their occurrence in advance rather than be on hand to repair the damage and police prevention policy.
Continuous informal assessment supported by periodic formal assessment offers the means to head off issues before they lead to poor performance.
'No problem can withstand the assault of sustained thinking', wrote Voltaire. Yet thinking is the hard work that precedes success. Action without a plan is random and little better than planning without taking action. Get a little help. A coach, advisor, or consultant can be a lens for focussing talent. Live online training, learning, and communication technologies make this service readily accessible, efficient, and inexpensive.
If your sales strategy doesn't give clear guidance to staff, if you need sales training and coaching resources, if you need business development support, or if you need sales effectiveness services we can help. Telephone +44 (0)118 983 3887. We will be pleased to learn about your needs and talk through some options. Alternatively, send an email to firstname.lastname@example.org for a prompt reply or use the contact form here.