In previous blogs I introduced The 6 Fundamentals of Sales Know-How, the evolution of my sales method, built through 30 years’ experience in sales - that works. So far I have introduced my first three fundamentals. That’s foundational to your role as a problem solver. Also foundational and equally as important, is understanding where to focus your efforts

Although may in sales now work in hybrid or remote models, according to HubSpot’s 2024 sales trends report in person meetings are still the most effective sales channel.

For some in sales the very mention of CRM (Customer Relationship Management) programs conjures up visions of authoritarian administrative tools; virtual big sticks that sales leaders can use to micromanage their charges. Wrong. If you are in sales your CRM is your friend, your very own PA, a valuable tool key to your success as a sales professional.

A number of clients have recently asked about responding to tenders and what approach to take. I’ve always enjoyed preparing tender responses, even though time frames can often be challenging. It is better of course to avoid the need for them in the first place! But they are a key component of B2B sales and when you work in a small team you’ll need to pull them together yourself.

In previous blogs I introduced The 6 Fundamentals of Sales Know-How, the evolution of my sales method, built through 30 years’ experience in sales – that works. So far I have introduced my first two fundamentals. That’s foundational to your role as a problem solver. Also foundational and equally as important is understanding why you are in sales.

In previous blogs I introduced The 6 Fundamentals of Sales Know-How, the evolution of my sales method, built through 30 years’ experience in sales – that works. So far I have introduced my first Fundamentals of Sales Know-How – Knowing What You Do. That’s foundational to your role as a problem solver. Also foundational and equally as important is understanding why you are in sales.

In a recent LinkedIn post I pontificated about an epiphany I’d had regarding a new acronym and approach to sales. Working a lot with introverts in the ag and engineering spaces, I’m always looking for ways to make approaching sales less scary and simpler for them. In doing so I like to use acronyms as tools for the various facets of growing & maintaining business. Not knowing how to start conversations is one of the most common pain points for my clients.

Increasingly the conversations I’m hearing are around how to grow business given the current economic situation – perceived or otherwise. Being able to educate your customers about how you will help them grow is key.

Traditional sales relationships have been very much buyer–seller, single-person contact. The salesperson establishes a good rapport with their customer contact, and over time they build a good working relationship. This is all very well until either of the two move on from their role.

Storytelling in sales is gold. Your ability to articulate how what you do helps make your customers lives easier, citing real world examples, builds trust and is excellent low cost marketing.

If you want to grow sales revenue, relying on sales results won’t be enough. I spoke with Jonathan Hubbard, CEO at sales performance app Numerik, to share my approach for growing sales revenue

Knowing What You Do is understanding what sales is, how sales and marketing work together, the sales process and your role as your customers’ problem-solver.

The 6 Fundamentals of Sales Know-How is the evolution of my sales method, built through 30 years’ experience in sales – and it works. Simply put, the 6 Fundamentals of Sales Know-How enables you to understand what it is you do for your customers, then plan how to do it for more of them more often.