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"Think before you speak!"
I am going to guess that every one of you at some point in life has been offered this advice, while at the same time likely holding some regrets at things you have said without thinking. For those in positions of leadership especially, this adage is critical. I am reminded of something a CEO said to me in front of his sales team. I was about to lead a 2 day sales course, and he came into the…
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Engage with your High Value Customers
Since the 1990’s I have facilitated workshops for key account managers. These courses mostly focused on process and skills with a heavy dose of KAM toolkits thrown into the mix. In those days of course we did not have CRM platforms as we now have, so things have changed. That’s not the only change. The sales landscape has changed significantly as not only do we have technology to handle much…
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Sales - a dinosaur free zone
Sales – a dinosaur free zone
In a world where businesses are looking for transformational partnerships with key ‘suppliers’, the sales approaches of the past are no longer best practice. I’ve been around long enough, especially when working with clients in IT and Telecommunications to have seen the superstar salespeople who were not only rewarded at ridiculously high levels, but treated like rock stars. There were some…
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