Let’s begin with an obvious truth: renewal selling should be treated with the same importance as winning new clients.  Yet we see that the responsibility for renewals often falls to staff who don’t have the skills to do it well.  This is potentially costing you money. Let’s talk about how to sell more successfully in...

At some point in your career, you’re going to have to pitch something. It might be as simple as pitching yourself for a job opening, or as complex as pitching a multi-million pound opportunity to investors. Either way, you’re going to need to know how to pitch to win customers and deals. Sir Richard Branson,...

Why do some salespeople have a bad reputation? It’s for all the reasons you don’t like being ‘sold to’, such as: - They catch you at the worst time - They talk at you rather than to you -They ask a couple of questions then hit their pitch -They don't listen -They hope they get...

For your sales team to hit their outbound call numbers you need strong, fresh & energetic team leadership. But it’s hard for one team leader to keep motivating their team to hit their activity numbers week after week after week. Team leaders can feel like they are constantly repeating themselves and losing the motivation &…

Inside sales directors, what’s your biggest business challenge? Over the past six months here are the challenges put forward to us by inside sales directors in order of priority from one to four.   1) Lack of activity 2) Not converting into closes 3) Poor sales floor motivation 4) Ill-defined value proposition   These are…

For most of our customers, there is a massive emphasis right now on establishing new connections with customers.  And this involves making dials – smashing activity numbers out of the park. Yet, as you look at the sales floor, are you hearing voices or keyboards, yapping or tapping? Does your sales floor seem more like…

For Valentine’s Day, here’s our Top 5 Romantic Sales Movies…   CRMdipity BDM Fiona has been using an Excel spreadsheet for all of her prospecting.  One day by chance she hits an icon on her desktop, and realises that it’s the company CRM.   Pipeline Prejudice The ancient deals in the pipeline countryside threaten the…

This week we learned the news that the founder of Ikea, Ingvar Kamprad, passed away at the age of 91. Known as Sweden’s ‘greatest ever entrepreneur,’ Kamprad invented flat pack furniture after noticing a chap trying to take the table legs off before loading it into his Volvo.   In creating IKEA, Kamprad changed a mass…

“Locust swarms move so fast because each locust is trying to eat the one in front and avoid being eaten by the one behind” QI, Twitter feed. There are two types of salespeople in life: those who receive leads, and those who have to go and get their own. We find that sales teams tend…

A green plastic watering can For a fake Chinese rubber plant In the fake plastic earth That she bought from a rubber man… Fake Plastic Trees, Radiohead. Someone recently paid $450m for Salvator Mundi, the long-lost Leonardo da Vinci painting of Jesus Christ commissioned by King Louis XII of France more than 500 years ago….

“Making money is ultimately boring. You find a formula that works, and hit the repeat button.” Sir Richard Branson Brad Gilbert was a handy tennis player – never among the superstars but always around the top ten. But as a coach, he was phenomenal. He believes in the psychology of sport, and was instrumental in…

“There are great products everywhere. But the money, the real money, goes to the best communicators.” Dr Robert Kiyosaki, Rich Dad Poor Dad You might have developed the best bit of technology in the world, absolutely top of the range. You might be able to help customers be more successful beyond their dreams. But that…