by Ian Smith | Nov 15, 2019 | Sales Process, Sales Tips
Over the years there is strong evidence to suggest that increasing market share drives higher profit margins. Certainly, if increased market share translates to higher sales one would hope that would lead to potentially higher margins. However, a much more pertinent...
by Ian Smith | Oct 21, 2019 | Sales Tips
The role of sales professionals is to sell products. Wrong. The role of sales professionals is to improve the performance of each and every customer (if they can). Once you believe that mindset you need to translate that thinking into action. It’s such a simple...
by Ian Smith | Dec 17, 2018 | Sales Tips
Marketing teams have the skills and knowledge to add great value to their sales teams but often don’t. Whether a sales role is business development, focused on opening up markets, or myopically trained on a few strategic accounts, there is great insight to be...
by Ian Smith | Jan 8, 2018 | Sales Tips
We see a lot of sales decks in our work with clients. These remain an effective selling tool as part of a diagnostic selling process but they need to follow some golden rules to achieve their objectives. Too often they follow a similar path of story telling about you!...
by Ian Smith | Apr 17, 2017 | Sales Tips
I met Jeff Thull, a leading thinker in sales strategy many years ago when I brought him into Teamstudio, to create a robust sales process. I’ve tweaked his Diagnostic Sales process many times since then, and embedded it into several businesses that I’ve helped manage....
by Ian Smith | Feb 6, 2017 | Sales Management, Sales Process, Sales Tips
Investing in a CRM System will fail unless you teach your sales team a system for communicating with your prospects and customers. The system is really quite simple and it falls into three distinct buckets. 3 Big Buckets Product and Service Knowledge Customer, Markets...
