Growth In Focus

Inspiration for Sales Teams

Tuesday, 12 September 2017

Testimonials lead to Referrals and MORE business!















Your customers like and appreciate your services more than you think!

How do we know? Because we routinely talk with our client's customers in 'testimonial calls' and the results are usually gratifying and surprising.

However, most of the business and sales people we work with really do not appreciate the true value of the products and services their company provides.

Sunday, 23 July 2017

The Coaching Habit - Seven Questions to Manage Sales People (Book Review)



A few years ago I received a call from one of my sales managers to tell me that our best sales person had just resigned. I was new to the company and the sales person didn't report directly to me, none-the-less this news was like a blow to the stomach. It hurt. I knew that he was leaving because of the company's actions and that losing him was going to impact our overall sales performance.

Sales Leaders do you know what's troubling your sales people right now?

Which ones are motivated? How committed are they to their sales objectives? Will they stay with you? What would help them perform better?

Like to find out ...?

Thursday, 22 June 2017

The Lost Art of Cold Calling





















Book Review: The Lost Art of Cold Calling - by  Matt Wanty, 2017

Perhaps no topic in the sales blogo-sphere inspires more religious zeal than the topic of cold calling.

"Cold calling is dead!", "Social media is king!"-  shout the LinkedIn headlines.

Then along comes a short book that quietly and humorously shows that cold calling is far from dead in 2017. In fact it is more effective than ever, as our customers drown in email and social media 'cadences',

Thursday, 15 June 2017

Sales Competitions - Do they Work? Really?



When I joined a certain North American company as hemisphere head of sales (don't check my LinkedIn!) they had just announced the President's club winners. The largest deal of the year was made in Anonymesia.

I wanted to understand that deal and interviewed the main players and the customer. There's no doubt that the Anonymesia country manager was the deal architect and main sales person. She was a personal friend of the customer CEO and she made the deal.

So who went to President's club?

Sunday, 9 April 2017

Seven Ways to Win Tenders by Thinking like a Military Commander





Imagine how easy selling would be if you knew exactly what was happening with your future customer, if you could read your customer's mind?

Monday, 6 March 2017

Ask! And you shall receive

One of the most important lessons in sales...

Here we look at one of the training videos from our Prospecting Skills coached online training course




[Video Transcript]

This video is about asking for the business.

Tuesday, 21 February 2017

Magicians, Marines and Medics - Understanding Sales Roles




A long time ago, when working on oil rigs, I was told there are two types of welder; the type that can weld all day on a pipeline and the type that can perform intricate repairs.

“Don’t ever mix ‘em up!” I was admonished.

We’ve been told forever, there are two types of sales people, hunters and farmers. The problem with this classification is there are two types of hunter and you had better not mix them up!