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Future of Selling – move over Virtual, here comes Hybrid

Future of Selling – move over Virtual, here comes Hybrid

Sounds like quite a brash statement. It is, and probably one that people would want to challenge me on. Which would be fair because I'm not really saying that virtual selling is over, finished, done and dusted. I'm saying that we should consider where it fits in to...

Grrrr! I’m a tiger…

Grrrr! I’m a tiger…

Growled in front of the mirror, hands as claws; this would be how Gareth Cheeseman, the stereotypical salesman alter ego of comedian Steve Coogan would prepare for a day selling. Nonsense? Psychological hocus pocus? Or could there be some benefit from indulging in...

Five ‘not new’ ways to sell in difficult times

Five ‘not new’ ways to sell in difficult times

Selling in the current climate is arguably more difficult than ever before. But it doesn’t need ‘brand new’ ways of working to be effective. I want to share five ‘not new’ ways to sell in difficult times. I will look at these from a chronological point of view,...

Millennials are selling you short

Millennials are selling you short

On a recent podcast I interviewed a director of sales enablement and we started talking about ‘Future Orientation’, one of the elements of partnering skills (PQ). I was surprised when he told me that he thought that millennials tend to have quite a short future...

Business partnerships? It’s only words…

Business partnerships? It’s only words…

‘Its only words’ sang the Bee Gees and quite often when we hear companies talk about partnerships that really is all it is - words.  But ‘it doesn’t have to be like that’ (Erasure sang that one pop-pickers). The word and concept can be thrown around like confetti but...

Salespeople should tell not ask

Salespeople should tell not ask

What Fred, have you lost your mind!?! You've been telling us for ages, that it is always ‘ask before tell’ or that ‘prescription without diagnosis is malpractice’. What are you talking about now? What I'm talking about is that in difficult times, asking customers...

Salespeople should ‘prime’ customers for VUCA… now!

Salespeople should ‘prime’ customers for VUCA… now!

We are in one of the most challenging times that most salespeople will have ever faced. As such it is not ‘business as usual’ and to try to address it in the same way as before is a mistake. The sales landscape is changing and as this environment is different, and...

Six tips to improve your sales by using partnering skills

Six tips to improve your sales by using partnering skills

Selling is evolving and we are in a time when it is more collaborative and customer focused than ever before. Here are some ways to develop a more modern approach. Develop trust, do what you say you are going to do know your stuff, and have people feel safe in the...

So called ‘sales partnerships’ aren’t a laughing matter

So called ‘sales partnerships’ aren’t a laughing matter

The funniest thing about watching comedians on TV with my wife is that she doesn't find them funny. The funniest bit is actually when she she sighs "Oh no, not more so called comedians". And I can't help but think the same when I see organisations refer to their ‘so...

What is ‘Sales PQ’ and why should you care?

What is ‘Sales PQ’ and why should you care?

The simple answer is you should care if you care about your customers and care about hitting your sales target. So let's break it down... Partnering intelligence (PQ) is a measure of how well individuals build relationships and cultivate trust while accomplishing...

Your Selling is Old Fashioned!

Your Selling is Old Fashioned!

The world of professional selling is changing at pace and it is more than likely you and your team are not up to speed. This is a frightening prospect when we consider the amount of other pressures many businesses will be currently facing… but it is one we need to...