Results Driven

People, Business Strategy: Sales and Negotiation Training

Good Salesman or Bad Sales Manager?

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One of the things that sometimes scares me the most in the companies I work with is precisely this issue – when a company I work for tells me that salesperson X is going to be promoted to head of sales.

The question is not whether he will be promoted because sometimes there are plenty of proven track records, and he even deserves it; the question is whether we will lose a good salesperson and gain a bad boss.

Unfortunately, this happens in many situations to which we have access and are called to intervene to correct.

Of all the projects we have had in this area, and there have been quite a few, there is almost always a common denominator – the need for more investment in the preparation … [ Read the rest » ] “Good Salesman or Bad Sales Manager?”

Marketing: 7, Sales: 0?

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Humm…

But after all, what do marketing and sales have to do with the results of a possible soccer match?

Everything and nothing…

Nothing, because they are not comparable; everything, because sometimes the interaction between marketing and sales resembles your national soccer team.

Have you noticed that we have a group of stars and that the sum of their skills should make an exceptional team with exceptional results?

So why can’t it?

It’s the same with marketing and sales.

We often have an excellent sales team, professional, dedicated, dynamic, and fighting non-stop.

In parallel, we also have a marketing team that is a pleasure to watch, creative, dynamic, and many times brilliant.

Like the national soccer team, the sum of the parts doesn’t often produce something extraordinary, quite the opposite.… [ Read the rest » ] “Marketing: 7, Sales: 0?”

Do you want to dazzle your clients?

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Do you know the number of presentations you give in a month?

Let’s count them, then!

“Well, we did six proposal presentations this month and two company presentations to clients.”

Okay, that makes eight presentations. But are these the only ones?

Let’s think about it together. What about that conversation the other day that you had with that company on the phone? Isn’t that also a presentation?

What about that email introduction you made to that customer today? Isn’t that also a presentation?

As you guessed, we do many more presentations than we usually think.

If we add them all up, you will see that we do quite an interesting number per month.

If we do many more presentations than we think we do, it may make sense to improve … [ Read the rest » ] “Do you want to dazzle your clients?”