Negotiating walk away power

India, June 2011. It was my day off in-between my trainings and I was sightseeing in New Delhi. My host, Sainesh and I, found a cavernous underground market on my hunt for some souvenirs for the family. We wanted to get this done quickly so we could both enjoy lunch. Shop after shop selling a diversity of clothes, products, electronics, souvenirs. I was looking for a Sari for my daughter and some IPL shirts for my two sons. IPL stands for Indian Premier League which is the most popular sport…

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10 trends in sales for 2012

Here are my predictions for sales in 2012, enjoy and comment Merging of sales and marketing departments Sales and marketing function within companies will fuse together during 2012 and onwards. Research shows that buyers progress along our sales cycle and by the time salespeople are interacting with them, the buyer has moved more than half the way through the whole process on their own steam.  This means the buyer has done all their research, has found solutions to their needs and just wants someone to wrap things up for them,…

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How to be a sales led organisation

Are you a sales led organisation? I often hear Business Owners, CEOS say this about their company. "We need to be marketing or sales led organisation", "Everyone here is involved sales", "Everyone is an internal customer here" All good rhetoric but how do you do it? Simple You create a sales process and put everyone on it. I mean everyone. All positions need to fit somewhere in the sales process and they need to know what their role is, what they have to do, and be trained in it. Everyone....the…

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