The Sales Funnel and Why People Buy

The Sales Funnel and Why People Buy

In February 2020, I googled “Sales Funnel” and got 45 million hits in 3.4 seconds, this year I got 52 million hits in the same time frame. Spreadsheets, diagrams and flow charts with anywhere between 3-12 stages; it all gets very confusing so VERY quickly;...
Managing Sales People – What to Measure?

Managing Sales People – What to Measure?

I have written before about “leading and lagging” indicators when measuring sales performance which you can reread by clicking here. More recently I read “Cracking the Sales Management Code” by Jason Jordan and Michelle Vazzana which I highly...
Tune Into Neuroscience To Succeed At Sales

Tune Into Neuroscience To Succeed At Sales

Last year I was out on the road with a struggling sales person and met one of “his” customers, gathering many insights (though the sales person was doing more observing than anything else…). In our debrief he said he didn’t need the information...
5 Ways to Fire Up Your Sales Team in 2021

5 Ways to Fire Up Your Sales Team in 2021

There’s no doubt that 2020 was an interesting year all around. Sales teams particularly suffered with most that I know missing targets month after month. It’s disheartening and many sales professionals lost motivation and energy. So as a sales leader, what...
3 Key Recruitment Lessons from the Front Line

3 Key Recruitment Lessons from the Front Line

I wrote a couple of weeks ago about recruitment done right, in terms of treating all applicants with dignity and respect. It costs little but is priceless externally in terms of building brand and trust, and internally to build and display the right culture. There are...

Charlie Pidcock

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