technical sales

3 traits that reveal potential sales talent in your nonsales people

4 August 2016

Pay-off: Quickly spot potential sales talent for B2B/nonsales/technical/start ups/professional service sales Investment: 4 minutes How would you go about identifying potential sales talent in your nonsales people? I’m increasingly asked to help businesses do this and it’s certainly a healthy question for businesses to ask: “Who could and should be contributing to developing our business, …

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The 100m learning sprint (towards winning your next sale)

8 June 2016

Pay-off: The direct way to learning to improve how you sell Investment: 5 minutes Last week I mentioned I’d start sharing some posts that don’t just focus on ‘how to sell’ but on ‘how to learn how to sell’, or better still… How to accelerate your learning to improve how you sell My argument here …

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How technical experts hold themselves down

17 May 2016

Pay-off: Eliminate this costly mistake that many technical experts make Investment: 2 minute read, 5 minute video If you’re an expert in technical sales or professional services, or if you’re in BD or sales, this video that’s been doing the rounds is worth 7 mins. (5 if you set it to x1.5 speed in ‘settings’ …

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A realistic way to improve at anything each day

3 May 2016

Pay-off: improve more easily, steadily and realistically Investment: 1.5 minutes There’s a costly and simple mistake many of us make when trying to improve or develop new habits, behaviours or levels of activity. If you’re finding it hard and frustrating to improve at anything in particular in your work or life, it could be down …

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A powerful sales tip that non-sales people love

25 April 2016

Pay-off: The key to making sales (that non-sales people love) Investment: 2 minutes A number of times people have asked me, “what’s your number 1 best sales tip?” Here’s how I respond (although it’s not my full answer): “Ensure that every step of the way you’re being helpful to your customer.” And here’s the important …

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If you think sales is a numbers game, you might be about to lose

19 April 2016

Pay-off: improve conversions and shorten your sales cycle Investment: 3.5 minutes Do you think sales is a numbers game? Like your boss told you? And their boss before them? Are you about to lose your numbers game? Let me tell you something, more often than you think, this thought is followed by a struggled 6-12 …

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How to get lucky when selling

13 April 2016

Pay-off: make your team luckier at sales, fast Investment: <1 minute The harder you work, the luckier you get. It’s certainly true in business development and sales. More activity = more success. And working hard requires pumping constant energy into the cycle of: learn > execute > learn > execute Don’t just repeat what you’ve …

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8 types of people whose sales ability could seriously cost them (part 4)

6 April 2016

Pay-off: prevent pushing clients away Investment: 4 minutes The final post in a series of four about the types of people whose approach to sales may appear to work, but will probably cost them sooner or later. If you identify with any of these, read up, and plan accordingly. So far we’ve looked at: the …

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8 types of people whose sales ability could seriously cost them (part 3)

31 March 2016

aka how to build a win:win BD ‘system’ Pay-off: a reminder on getting balance in the world of BD/sales Investment: 4 minutes Meet the ‘takers’ No one likes a pushy person do they? Our radar is always on for people who are out for themselves, or as Adam Grant refers to them in his excellent …

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8 types of people whose sales ability could seriously cost them (part 2)

23 March 2016

Pay-off: understand the costly problem, find the fix Investment: 4 minutes Last week we looked at two types of people who might appear to be good at sales, but who might not be good enough at sales to survive long term. The point of my post was to urge those people to purposefully develop their …

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