Sales Training And Consulting

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The Power of Perspective – MHI Global

Published on March 7, 2016

The next step in customer engagement.  More and better informed customers who introduce the salesperson or client executive much later later in their buying process The result for salespeople include longer sales cycles and dealing with more Buying Influences. The flip side however is account retention rates have increased!  Sales models continue to evolve and … Continue reading The Power of Perspective – MHI Global

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Exploring Value Drivers – The Unseen Opportunity

Published on March 22, 2016

Value over price. How and when does that happen? This is another post to explore how top performers achieve significantly greater success. To prepare these posts I have drawn on Neil Rackham’s research into the attributes of world class salespeople. Through truly insightful client centric conversations (the ones where the client walked away saying “that … Continue reading Exploring Value Drivers – The Unseen Opportunity

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Ability to Link Solutions to Stakeholder Needs

Published on June 3, 2016

Here’s a Challenge… MHI Global is just about to release the 2016 Sales Best Practices Study – a piece of continuous research that has been running for 14 years with data from over 35,000 respondents internationally. This is one of a series of posts to discuss the Study’s findings in the Australia/New Zealand region. This … Continue reading Ability to Link Solutions to Stakeholder Needs

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We Have Relationships and Dialogues with the Highest Executive Levels in Strategic Accounts

Published on June 8, 2016

MHI Global is just about to release the 2016 Sales Best Practices Study – a piece of continuous research that has been running for 14 years with data from over 35,000 respondents internationally. This is one of a series of posts to discuss the Study’s findings in the Australia/New Zealand region – in this case, … Continue reading We Have Relationships and Dialogues with the Highest Executive Levels in Strategic Accounts

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Adequate Coaching Time and Impact on Quota Attainment

Published on June 8, 2016

Coaching seems to be an area of management that needs a lot of work in business, particularly in sales. MHI Global has just released the 2016 Sales Best Practices Study – a piece of continuous research that has been running for 14 years with data from over 35,000 respondents internationally. This is one of a … Continue reading Adequate Coaching Time and Impact on Quota Attainment

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What do you do when things go wrong with a client

Published on February 9, 2016

What do you do when things go wrong with a client, and it’s 100% your fault? Even worse, what do you do when the fault is 100% theirs?Multi-level relationships are an excellent way to manage a difficult situation with your client, particularly where you have delivered value in the past.

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Manage Relationships

Published on February 10, 2016

Your largest accounts are at risk as competitors seek to grow their business. If you are not connected at many points and understand your customers’ business, you will, at best, continue to be exposed.

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Create Opportunities

Published on February 10, 2016

The creation and continued growth of new opportunities is essential to sales funnel health. The two activities that have the strongest cause/effect relationship to qualified lead growth among World Class Sales Organisations are.

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Understanding Confirmation Bias

Published on February 10, 2016

Introducing Value Drivers #2 How does a customer hear you? – Understanding Confirmation Bias Before I continue posting about the value divers of top performing sales people, it’s worth understanding Confirmation Bias, which comes from psychology research into cognitive bias.

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Introducing Value Drivers

Published on February 10, 2016

Value over price. How and when does that happen? I’ve been lucky enough to have been part of or lead teams where we have won the business at a (sometimes much) higher price than our competition. When we asked our new client why they chose us, the most common response was something like “we felt … Continue reading Introducing Value Drivers