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    High performance DNA

    In a recent engagement with a client the question was asked – “what does high performance mean for our sales team?” I am sure they are not alone in seeking an answer to this question. If you are building a sales organisation that delivers complex solutions to customers have you taken time recently to reflect

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    5 Steps to success in performance management

    An effective approach to Performance Management in a sales organisation is one of the fundamentals of success. Many of us know that effective performance management realises value for the individual and their manager, yet many sales leaders do not prioritise this important activity citing lack of time as a common excuse. The performance of any

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    Challenges | Drivers

    Improving sales performance is a complex challenge with no single answer. For you to deliver your ambitious growth plans you must handle  complex trade offs related to customer focus, people performance and process. We believe there is no single “silver bullet” answer rather a blend of answers tailored to your situation. Outside in thinking can help you to prioritise your

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    “My-Solution My-opia”

    In taking your offer to a client try to avoid “my-solution my-opia” (Where you as the seller are short sighted in relation to the clients true perspective). This can leave you looking through rose tinted glasses. There are reasons why the buyer doesn’t always agree with the sellers point of view. 1. They have a

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    Sales Discipline : Twice as Good?

    We  did some research into Sales performance in 2010. Particularly into what the best performers did that the rest did not. It was clear that high performing sales organisations outperform the rest in a number of aspects in the sales process. Not least the ability to have a disciplined approach to sales. Our research showed

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    What does Value mean in B2B Sales?

    When thinking about your value proposition consider some of the following: Value is determined by what is means to the customer not what marketing literature says it is. This means the customer will have a business case outlining the benefits minus costs elements of the proposed change. This we call the Why Buy. Your understanding

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    Collaborative Performance Management & Rypple

    We attended to recent Cloudforce event in London to talk with people about our brilliant App for Opportunity Management, Deal Sheet (see overview video here). A great deal of talk on the social enterprise and one aspect of this theme that resonated with my experience was Rypple. This looks to be a great tool and, whilst we

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    Do you have a commodity, solution or value offer?

      Where you engage in a buying process will determine the scope you have to succeed. The optimal point for prospect engagement differs for each of our clients,  they will have a different place in the buying process where they target direct engagement. Commodity providers. Perhaps your value proposition is based on speed, price, efficiency and

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    Managing Sales Performance Reviews

    How do you manage performance in sales and marketing? Specifically, how to approach and plan for success? Effective and disciplined sales management (based on a consistently applied performance framework) is absolutely essential for those seeking to raise the bar on results. The role of a sales manager must be that of performance coach, focusing the

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    Customer Experience 5 – Engage

    Whilst most organisations measure customer satisfaction the majority fail to engage their customers and change perceptions. We recently contacted over a hundred customers to ask them about B2B sales and marketing performance. The high performing organisations in our study ALL collected customer experience feedback in a systematic manner. Their client feedback showed that levels of satisfaction

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