Whenever I pitch sales training to a prospect. The question is normally the same. “Will your sales training course teach my sales people how to close?” In my opinion, selling a solution is no longer about closing techniques (if they ever were). If you’ve been in the game for a […]
Over the years I have been involved in and have witnessed many interventions, some of which have succeeded and some which have failed. In the case of both successes and failures, what is painfully apparent to me in hindsight is that you cannot account for them on the level of the organisation. You account for them on the level of the individual.
People ask me why I’m such a fan of CRM (customer relationship management). Simple. A properly executed CRM strategy leads to repeat business. And, repeat business is more profitable than new business. Selling to existing customers is easier and cheaper than trying to acquire new customers. What helps me focus […]
The effect of this is that the organisation starts to behave more like an organism than a machine.
I have a friend called Peter Gilbert. You’ll probably know him as the talent management expert. I just call him the Vulcan. He is the Mr. Spock to my Captain Kirk. He is pure intellect and logic and is one of the smartest men I know when it comes to the […]