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?
We get asked to support a range of pitches from those worth a few thousand $ up to those worth 10’s of $millions.
Find out what it takes to win new opportunties in professional services in this blog from John Moss.
Here’s the second batch of questions to set you thinking about how to evaluate how effective your account plans are.
Having an effective account plan is a great start for building long term business relationships. Here is the first of two short pieces with questions which we think will enable you to check how effective your account plans are.
We often get asked how modern-day category managers think, and what is it about their practices that can create such tension in customer-supplier relationships. Here, David Atkinson discusses the complex subject of professional procurement and how Sales Account Managers can improve their negotiation strategy.
What strategies do your Sales Account Management teams have in place to win your next contract? How do they work with sophisticated procurement departments? In this blog post we discuss three of our top tips for building successful sales relationships with the ‘professional buyer’.
Are we always clear and consistent on what a strategy actually is and what it is there to achieve? Richard Goodson discusses the importance of having an actionable, goal-orientated business strategy in place and how to avoid common mistakes in strategy development.
The best sales people don’t shy away from asking the difficult and uncomfortable questions. Find out why an excellent question framework is critical to sales success.