Webinar : Time to spring clean your sales pipeline

It’s February 2017, and you may well be well into a new year or about to start a new one. It is good to get your house in order, and for sales people that means your pipeline – so it’s time for a spring clean! It’s not possible for many to win...

“love the BluePrint….but where should I start?”

  Last week I hosted a webinar (watch replay here) focused on the Growth BluePrint framework we use to assess and drive up sales performance. After the event one attendee sent an email with a question. “I really enjoyed the webinar, thanks for taking the...

How to build a B2B growth engine to take your company performance to the next level

How to build a B2B growth engine to take your company performance to the next level Many B2B companies struggle to compete, with stronger and new competitors making it difficult to differentiate. On 9th February 2017 we shared our thoughts on how you can implement...

What ducks have to do with sales culture

High performing sales teams have an amazing sales culture. A culture where people are motivated and drive the business forward with their enthusiasm, focus, passion and energy. They have people to take responsibility for improvement. However, the reality is that most...

Growth in 2017 – where to start

A new year brings new starts and for some a real hope that this year something will change. Something will drive greater success, greater growth, a step change in the way “they’ve always done it”. However for some 2017 won’t be any different. Sometimes change is too...

The 7 habits of motivational B2B sales managers

Sales motivation is an important issue for many companies but isn’t always at the top of the to-do list. On 10th November we held a webinar to discuss motivating sales people in order to improve engagement and inevitably performance and sales.  Given Gallup’s recent...

Motivation and Me

It’s been almost a week since I attempted to host my first webinar at Outside In Sales & Marketing. Over the course of my 14 years in marketing I’ve managed, hosted and spoken at several seminars and webinars but last week’s webinar on motivating...

How to define your sales performance equation in :60

In this Sales :60 message I wanted to summarise some of my recent blog posts related to improving people performance in sales. The Sales Performance equation will help you to understand the relationship between each fundamental aspect of an individual’s...

Adopting a coaching approach to B2B marketing

The following article was published in International Coaching Magazine, October 2016 The business coaching marketplace is evolving. The impact and benefit of coaching – no matter what flavour – is beyond dispute and so demand continues. There is a continuing flood of...

iNspiring sales performance

iNspiring sales performance In this blog I look at iNspiration as part of the YOU CAN GROW model that you can use to develop sales performance. By inspiration I mean encouraging, guiding and creating a motivating culture in which they want to behave differently....

How YOU CAN GROW sales performance in :60

Since the first of our new marketing campaign went out a few weeks ago, focused on how sales managers can better manage and motivate their team, I have had quite a few messages. Many have been on the same subject. “Thanks for the model, like it”,...

How to ‘coach the middle’ in :60

In a prior message I talked about the importance of “moving the middle” performers in your performance bell-curve up, and how this has a significant impact on performance Where do sales managers spend time coaching? Do they coach the middle? Let me start...

Why you don’t need a ‘Moussa Sissoko’ : in 60 seconds

If you are not a follow of the football in England (soccer for my North American friends) you might not know who Moussa Sissoko is. Well he is a football player and has just left my football team, Newcastle United for Spurs in a move for £30m. I’m delighted for...

How to ‘move the middle’ in :60

In almost a quarter of a century I have had the pleasure of working in some brilliant b2b sales teams. I have noticed some common characteristics they share. First, there is always a small percentage of top performers. Sales professionals who bring home a...

How to help managers influence results in :60

Front line sales managers are pivotal to a company’s success, but are they ready, willing and able to manage performance? In recent messages I have highlighted the very real issue of trying to manage with outcomes, why focusing on the key performance indicators...

How to focus a sales review discussion in :60

To focus a sales review, focus on things that can be done, achieved or progressed. If you improve the things you can control this will improve results. I enjoy cycling. I’m not great at it but I enjoy it. I look at my average times after each ride to see how I...

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