Category Archives: Sales

In the B2B world, it is estimated that 90% of companies aren’t actually in a buying cycle when we first contact them.(Source: Selling is Dead) 48% of sales people never follow up with a prospect 25% of sales people make a second contact and stop 12% of sales people only make three contacts and stop only 10% of sales people make more than three contacts 2% of sales are made on the first contact 3% of sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth … Read more

Last week whilst conducting a sales strategy and planning workshop to teach selling skills for a multinational chemical company, George, the National Sales Manager asked me a question that I am often asked in my role as a sales strategist. “Ian,” he asked me during a coffee break,” In your experience in working with a vast range of selling organizations, why is it that most people fail at selling?” This is a question that plagues many a thinking sales leader. Is it a question of fit (product or company)? Is it that some people are just not cut out for … Read more

In this powerful podcast interview,  I interview Kristen Hansen. Kristen coaches business leaders and business owners. She assists them to discover and operate at their peak performance levels.

3 steps to align sales and marketing goals – a podcast with Hugh Macfarlane. Marketing should be measured on revenue generation, just like sales. Read more

Sales Management: High Leverage Activity In this article we will look at the highest leverage  sales management activity you can employ to accelerate your sales teams selling efforts. Your Plate is Full! You have a full plate, of that there is no question! Goal setting, planning, establishing metrics, evaluating performance, managing the pipeline, market planning, generating reports, reporting, meetings, more meetings, recruiting, keeping abreast with technology and market trends, key account management, putting out fires, promise fulfillment, internal roadblock removal and the list goes on… With all you have on your plate the big question is…How truly productive are you? … Read more

Sales Techniques: Would you like to know what your prospects are thinking? One of the best sales techniques is being able to figure out what’s going on in the head and more importantly in the hearts of your prospects and customers. As a strategic sales coach I am constantly on the lookout for tools and strategies to help my clients close more sales quicker. Well….I recently came across this this really cool (free) video that shows you how to use internet tools to get behind your customers and prospects eyeballs and into their heads. The more you can understand what’s … Read more

The Keys To The C-Suite What would the impact be on your business if your sales people could all converse appropriately with the members of the C-suite? How many more sales could your sales team make if they truly understood how the products and services affect the financials of your prospects? Imagine your sales people easily gaining access to the CFO or CEO to present your value proposition? Selling to C-Suite Executives is different than selling to middle management. When you listen to this podcast interview I conducted with Gordon Cousins, the CEO of  an international business simulation training organization, … Read more