A strong sales strategy provides the direction needed to achieve consistent results and long-term growth. This category explores how to develop, refine, and execute effective sales strategies that align with business goals and customer needs. Discover insights on planning, market positioning, targeting the right prospects, and creating structured approaches that help sales teams perform at their best.
Many years ago, I read a book that illustrated a typical sales process and a typical buyer’s journey and then put them side by side. It demonstrated very clearly that both processes started very much aligned, but just a few steps in, they started to move apart, and by the end of both processes, they […]
Customer Journey Mapping: Aligning Sales with Buyer Needs Read More »
For many people, the end of the year is a time when desks are cleared, drawers tidied, and emails filed to allow for a clear focus in the following year. There will be periods of reflection over 2024, what went well and what needs changing, and I would urge you to focus on the controllables
Which path will you take? Read More »
More leads, more appointments, more customers, more sales, and more revenue – these phrases will echo through boardrooms and casual conversations alike as companies around the world gear up for their 2025 planning sessions in the coming weeks. This mantra of “more” will be heard in various settings, from informal chats by the water cooler
More isn’t always better Read More »
When I talk to clients who have a new business shortfall, the two most common sales strategy problems they have are: Both of these ‘issues’ are just symptoms, not the real problem itself. I run a lot, so I often get aches or pains in my legs or lower back. It’s usually just a little
So, what’s the real issue? (Part 1) Read More »
