After a year like no other we catch up with JA Consulting’s Managing Director, John Moss, to hear his thoughts and experiences as the UK emerges from the latest (and hopefully the last) COVID-19 lockdown.
What is it that any team dealing with procurement – especially when it’s a complex sale – needs to know? We’ve brought together some of our tips from the last year to explore this very question.
Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.
When my cycling buddy rang to see if I wanted a ride over the weekend, he was surprised when I answered no!! I never turn down the opportunity for a cycle, so why did I?
In B2B complex sales we should focus on what matters most to the buyer and less on what matters to the salesperson or the seller’s organisation.
Is selling in the virtual world really that different? I thought it might be helpful to expand on why I think some things haven’t changed.
If the CRM system is supposed to be the key tool to helping the sales team close more business, why is it so often considered by sales professionals as an admin chore to keep it up to date?
A rich picture on its own won’t solve any problems. But use it as a mechanism to understand what the issues and solutions are, and a rich picture opens up conversations.
Lots of salespeople, be they junior or very senior, shy away from engaging with procurement. Maybe they view them as some sort of ogre. They aren’t, they are human beings. However, their agenda is very different to that of the salesperson. You need to get ready for the right conversation.
There are a number of steps we follow to ensure a great virtual coaching session. Here are our 5 top tips.
Virtual coaching is a coaching conversation that takes place using a method other than face-to-face. Although the coronavirus has likely propelled more coaches into virtual coaching, it’s not a new thing for us.
The Covid-19 pandemic has unquestionably been one of the biggest change events in many years. We may not associate this change event with grief, but there are many similarities to be drawn.
In the current coronavirus situation, you may not have the data you would like and historical data might be a very poor indicator of the future, but a key tip is to really think about what information you need to make decisions.
With the cornonavirus pandemic some businesses have been able to respond easily, whilst others have had to scramble to respond to the new world with teams separated for the first time.
Businesses might be familiar with planning on a gradually evolving basis, modelling a small number of variables each year. But the current circumstances call for something more radical.
For many years those confident extroverts have been the ones getting all the airtime. Remote working is changing that and the introverts might now get their opportunity.
Our graphic facilitator, Emma, has sketched a great reminder of the top 5 tips for running excellent remote workshops.
Don’t cancel large gatherings during lockdown, just follow Caroline’s tips for running excellent remote workshops.
It occurs to me that whilst face to face training can’t take place then the value of remote webinar sessions in helping a sales team share experiences is super valuable.
When you’ve taken the time to get your pitch strategy right, what next? Where should your focus be? Is your pitch team ready?