NOISE

 

Specialist vendors and advisors make plenty of NOISE, yet who do you listen to, first? Check out our blog listing the NOISE and ask yourself “who…?”

A growing concern with the emergence of the term “Revenue Performance Management“, is the distorted focus of one dimensional vendors. None of their approaches really help in the medium to long term, because they don’t address the root cause to poor performance. Is it sales skills? Will CRM help? Do we really need another Marketing firm?

Pinpoint the root cause to your revenue performance?

 

1
Nov

Changing the behaviour of Sales

Selling
(0)(0)

Building sustainable sales performance, or as it is evolving “revenue performance”, is harder than ever thanks to the developments of technology and social media. Whether we like it or not, buyers have altered the way we sell forever. Yet many businesses are waking up to the fact their selling cycle needs to align with the buyer cycle. Change is needed to remain viable.

The most difficult part of change management isn’t coming up with new great ideas — it’s getting people to change their behaviors. How can sales leaders manage the people side of change to achieve the required business outcomes?

Read More..
1
Oct

Don’t invest in Sales Training unless…

Selling
(0)(0)

Before you reinvest in sales training, pause for a moment. What type of sales training do you need, who needs it and how will it be reinforced? Hang on… who said the root cause to fixing poor revenue performance was to invest in sales training!?

Read More..
1
Sep

Meaningful Data

Data
(0)(0)

Not all of your data is important. There… we’ve said it and it’s now on the table!

The context of this point is really based on the principle that your business has huge amounts of data, large enough budgets to pay data analytics firms to make something of it and that you’ve then got the additional funds to implement the insights, your data offers.

Read More..
1
Aug

Selling is getting harder

Selling
(0)(0)

In 2010 Harvard Business publishing a simple but startling fact. 1 in 250 sales people achieved their sales goal.

More relevant… how many, assuming they are still employed, have achieved goal since?

Read More..
1
Jul

CRM / Technology remains a little wrong

Technology
(0)(0)

CRM was touted as the silver bullet in the 1990’s. Many have since learnt it was a major failure… and continues to be so. Even now with latest technologies offering so much more functionality and intelligence, businesses still mismanage their buyers.

Here’s some views into why.

Read More..