Clients

How Can I Help You?

Doing more of something that does not work is not logical; doing different things that work is not rocket science, deciding on what to do is key.

There is no one answer to today’s sales challenges; there are no magic bullets and no miraculous remedies, what there is, is a lot of hard work and many questions.

Below are some examples of the many questions clients have presented over the last few years. Perhaps there is some similarity to yours?

B2B Account Manager

My typical sales cycle is less than three months:

  • I am spending more and more time defending my accounts; my manager is telling me I need to get a better balance, but I am not sure what & where to start.
  • My prospecting results are getting worse; I have been doing it the same way for years successfully without problems; I know I may need to improve some things, but what?
  • You know you need to hone your knowledge & skills to build better conversations; new Tech could help, but what should you try and what first.

Sales Manager

I love being the lead in the team, however:

  • Today’s marketplace is proving tough; I fear I’m making the wrong judgement calls some days.
  • I think I’m supporting the team with what they need from me, but I’m not sure.
  • I know leadership is part of being a good manager, but I’m not sure if I am missing anything.
  • Managing the team is constant; I don’t seem to have enough hours in the day. I can’t keep doing it all, but I don’t know what to keep or drop.

B2C Experienced Salesperson

Selling seems to be getting harder:

  • I’m missing out on deals I thought you had in the bag is becoming a problem.
  • I know, things change; I am being told I should do social media but what?
  • I feel like I’m running on a treadmill going nowhere fast. I want to get off but can’t.
  • I know that I need to move my results needle a bit, not by a lot but just enough to get the manager of my back; but, what should I focus on first?

Graduate

I can see the end of my time at university in sight:

  • But is a role in sales a good career choice; the money is appealing but, is it a good choice?
  • Do I have what it takes to be successful in sales?
  • I’m told sales roles are flexible with lots of freedom; that’s what I find so appealing, but is it real?
  • I want to pursue a career in sales & marketing after university, but I want to come out better prepared than just average what I should be doing?

Internal Sales Role (SDR)

I have been in the job for a while but want to move to external sales:

  • I have seen others move to external sales, but most seem to fail.
  • I have been offered a job in external sales. I know it’s different, but I think my manager is papering over the cracks.
  • I’m finding being an SDR is restricting; I feel I’m ready to move up, but how do you know you’re ready?
  • I love working in a close-knit team, but if I take the job in external sales, it could be lonely; if I don’t take it, they might not offer it to me again.

Group/Consensus Selling

For most of my career, I have sold to one or two individuals at a time, however:

  • The number of people I have to talk to is increasing to get the deal. I’m confident I can win over most people; however: the challenge of focusing on so many individuals is not easy.
  • I know group-buying is a longer process, but when, how, who or if to push to close the deal is unclear.
  • I have been told I need to focus on developing my virtual skills, but where should I start first?
  • I know that I have decision-makers, influencers, stakeholders and users in a buying group, but identifying them is not always straightforward, especially when some seem to have multiple roles.

How Can I Help You?

Doing more of something that does not work is not logical; doing different things that work is not rocket science, deciding on what to do is key.

There is no one answer to today’s sales challenges; there are no magic bullets and no miraculous remedies, what there is, is a lot of hard work and many questions.

Below are some examples of the many questions posed by clients over the last few years. Perhaps there is some similarity to yours?

B2B Account Manager

My typical sales cycle is less than three months:

  • I am spending more and more time defending my accounts; my manager is telling me I need to get a better balance, but I am not sure what & where to start.
  • My prospecting results are getting worse; I have been doing it the same way for years successfully without problems; I know I may need to improve some things, but what?
  • You know you need to hone your knowledge & skills to build better conversations; new Tech could help, but what should you try and what first.

Sales Manager

I love being the lead in the team, however:

  • Today’s marketplace is proving tough; I fear I’m making the wrong judgement calls some days.
  • I think I’m supporting the team with what they need from me, but I’m not sure.
  • I know leadership is part of being a good manager, but I’m not sure if I am missing anything.
  • Managing the team is constant; I don’t seem to have enough hours in the day. I can’t keep doing it all, but I don’t know what to keep or drop.

B2C Experienced Salesperson

Selling seems to be getting harder:

  • I’m missing out on deals I thought you had in the bag is becoming a problem.
  • I know, things change; I am being told I should do social media but what?
  • I feel like I’m running on a treadmill going nowhere fast. I want to get off but can’t.
  • I know that I need to move my results needle a bit, not by a lot but just enough to get the manager of my back; but, what should I focus on first?

Graduate

I can see the end of my time at university in sight:

  • But is a role in sales a good career choice; the money is appealing but, is it a good choice?
  • Do I have what it takes to be successful in sales?
  • I’m told sales roles are flexible with lots of freedom; that’s what I find so appealing, but is it real?
  • I want to pursue a career in sales & marketing after university, but I want to come out better prepared than just average what I should be doing?

Internal Sales Role (SDR)

I have been in the job for a while but want to move to external sales:

  • I have seen others move to external sales, but most seem to fail.
  • I have been offered a job in external sales. I know it’s different, but I think my manager is papering over the cracks.
  • I’m finding being an SDR is restricting; I feel I’m ready to move up, but how do you know you’re ready?
  • I love working in a close-knit team, but if I take the job in external sales, it could be lonely; if I don’t take it, they might not offer it to me again.

Group/Consensus Selling

For most of my career, I have sold to one or two individuals at a time, however:

  • The number of people I have to talk to is increasing to get the deal. I’m confident I can win over most people; however: the challenge of focusing on so many individuals is not easy.
  • I know group-buying is a longer process, but when, how, who or if to push to close the deal is unclear.
  • I have been told I need to focus on developing my virtual skills, but where should I start first?
  • I know that I have decision-makers, influencers, stakeholders and users in a buying group, but identifying them is not always straightforward, especially when some seem to have multiple roles.

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