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Sales Management Monday is the weekly blog that gives you game-changing sales and sales management every week; helping you and your company make more money, more easily and more often.

Sales Management Monday is the weekly blog that gives you game-changing sales and sales management every week; helping you and your company make more money, more easily and more often.

Before you spend even a penny on sales training, it's important you understand why so many sales training initiatives fail.

Want to learn how to create winning strategies using the largest global professional networking tool - LinkedIn

Are you responsible for client development and growth?

Many lawyers, bankers, accountants and other professional service providers find themselves increasingly responsible for client development and growth. Yet they also have one of the toughest business development challenges.

What you say after "hello" can make a real difference to the success of a meeting.

Join me at B2B Network Hub at Basepoint Bromsgrove on Tuesday 29th May 2018 at 11:30 to learn how to maximise those first, highly important five minutes of meeting. I'll be presenting alongside Julie Bullock, Centre Manager of B2B Basepoint Bromsgrove.

Most people build their business using their own ‘sales’ system. It consists of commonsense, strong interpersonal skills, professional expertise, enthusiasm and self-belief. This talk explains the prospect’s system for buying, and suggests how our own system for ‘sales’ can be improved when we first understand the buyer and their system for buying.

Join me to learn how to overcome the symptoms of inadequate systems and processes for both sales and sales management and a weak sales culture.

Networking hub - 'Break the rules and win more business' event

Friday 10th November 11:30 am to 1:30 pm at Basepoint Bromsgrove

Join me and the centre management for an informal presentation followed by a light lunch and an opportunity to meet like-minded business leaders.

The sales team is not the whole company…but the whole company is the sales team. Are you making the most of this hidden sales force?

“30 per cent of payments to small firms are late, and 38 per cent have experienced cash flow difficulties as a result. Addressing this issue could unlock around £2.5 billion, FSB estimates, and keep an additional 50,000 businesses open” - FSB July 2017

Do you feel you’re communicating effectively in your sales interactions?

My Mum was a funny lady and during my youth, she was constantly throwing riddles at me.

Some of her riddles came in pairs and the pairs typically had a point.

One such pair of riddles has been a huge lesson for me as I have gone through life. Here they are.

Riddle 1: What did Tarzan say when he saw the elephants coming down the road? “Here come the elephants.”

Riddle 2: What did the elephants say when they saw Tarzan coming down the road? Nothing, elephants don’t talk.

Last time we discussed the tension of wanting to rescue a prospect sales process. Now let’s look at the situation between the buyer and seller as objectively as possible:

Why? Why do we get up every day and go to work?

Because that’s what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed and you don’t know what is really expected, do you?

Because employees depend on us: Really? Management books say a great manager implements systems that will operate well when management is not there.

Really it’s because Mum or Dad said so!

If your sales objective is to make the sale regardless, get the biggest order possible and structure the best deal for your company, then your entire focus is really on you.

Imagine walking into a prospect’s office and having him or her say, “I have a problem. There is a monkey on my back and I want to make it yours.” Any normal person would know better than to say, “Great, toss that over here and let me add that to the monkeys I am already working with.” As a sales coach, I spend time with quite a few people who have big monkey collections. They have accepted that their prospects and clients’ problems are actually theirs. Unfortunately, these monkey collections have some predictable consequences.

If you're like most sales professionals, you work hard to learn as much as you can about your product or service. You take pride in how much you know about your business. When you can answer any technical question that might come up in a call with a prospect, you feel confident. That's only natural. But as important as it is to be knowledgeable, your eagerness to display that knowledge can damage a relationship and cost you sales. To avoid this problem, you need to remember that expertise can be intimidating. It can turn people off

I am a terrible “bah humbug!” when it comes to “trick or treat” but I do take a keen interest in Ghosts.