Sales Strategy

The Myth of Goal Setting

Thursday, June 26th, 2008

One of the most often repeated stories to back up the importance of setting clear goals and targets is the “Yale 1953 Goals Study”. The story takes many forms - but essentially says that in 1953, researchers surveyed Yale’s graduating seniors to determine how many of them had specific, written goals for their future. Twenty [...]

Positive Navel Gazing: Won Sales Analysis

Sunday, June 8th, 2008

Almost every company I’ve worked for has done regular “loss reviews” when they’ve failed to win big bids. It was almost a knee-jerk raction by management - “how can this possibly have happened?” - despite the fact that the sales team often knew well in advance that they weren’t going to win.
What I see much [...]

Do I really need a USP?

Wednesday, June 4th, 2008

It’s accepted wisdom in marketing and sales nowadays that every business needs a strong Unique Selling Point (USP). “Differentiate or Die” has become the clarion call of consultants across the globe, urging their clients to (pay them to) develop clever positioning statements showing how unique and different they are to their competitors.
But does it work? [...]

Back to Basics: The Vital Importance of Sales Activity Targets

Tuesday, April 15th, 2008

Everyone recognises the importance of having a clear vision for their business, and of setting specific, measurable objectives. And almost all businesses have clear sales targets for the year – and usually quarterly and monthly targets too.
But what I see much less often are clear Sales Activity targets. Targets for what you are actually going [...]

Medium is Beautiful

Tuesday, March 25th, 2008

Who are your best customers? It’s a question I often ask my clients. And the answers I most often get are either “the big ones” or “the small ones”.
In fact, because I have a ton of experience in selling to large companies, I’m often asked for my advice on how to “land a whale” or [...]

Challenging the 80:20 Rule

Wednesday, March 5th, 2008

It’s probably the best-known and most-repeated rule in sales: 80% of your sales come from 20% of your customers. The implication is that you should focus the majority of your sales efforts on those 20% to maximise your returns.
But it’s also the most misunderstood and misused rule in sales. Slavishly following the 80:20 rule could [...]

High Prices really do influence Perceived Quality

Saturday, January 19th, 2008

There’s an excellent article in this weeks Economist. It explores a study by Dr Antonio Rangel of the California Institute of Technology which found that if people are told a wine is expensive while they are drinking it, they really do think it tastes nicer than a cheap one.

Drifting away from your core sales positioning

Wednesday, December 19th, 2007

I was recently given a clear reminder of how easy it can be to drift away from your core sales positioning - and how dangerous that can be.
For more years than I care to remember I’ve positioned the value of my consulting services and expertise as being able to practically implement new ideas and solutions [...]

Selling is simple, isn’t it?

Tuesday, December 4th, 2007

Selling is simple.
Just like golf is simple and sculpture is simple. You just put the ball in the hole, or chip away all the stone that isn’t your subject.
Selling is simple in concept - but difficult in practice. And often, under pressure to deliver our numbers this quarter or in the heat of the moment [...]