The world has moved on … have you?

Let’s consider opportunity management for a moment. The old world had a few things that were seen to be good practice 20 years ago. At the time they were used by the most forward thinking companies to outperform the rest. Today, things have moved on and for...

DealSheet : Top Sales Tool Award 2017

We are delighted that DealSheet, Pre-call Plan and +motivate have again been recognised in 2017 as a Top Sales Tool by Smart Selling Tools. DealSheet is an simple-to-use application that extends the capability of your CRM system (Salesforce and Microsoft CRM/365),...

Our value proposition – built on customer feedback.

Over the past months we have been reflecting on our own value proposition at Outside In, looking to capture the essence of what we do every day for our customers. It’s important. We did this to help bring clarity to the teams’ activities, and to make it...

“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...

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...

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...

How to handle “just find more X” in :60

“Just find more revenue!” was the instruction. But it was not the right conversation! Thinking back to a regular monthly review I used to have with an old boss of mine, it is clear now, how ineffective the whole experience was. I spent days preparing...

How to engage a final stage buyer in :60

A final stage buyer, one towards the end of a typical b2b buying process has one overriding concern. Supplier risk. The buying team have decided by now why they need to and what they will buy. They will likely have a few possible suppliers who can provide their chosen...

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