Graeme Hall's thoughts on various sales related topics together with some of the answers to questions we have been asked over the years.
27/09/2016 | Skills
There’s no escaping that activity drives results. If you don’t know which the key sales activities are and how much of each you need you’re managing b...
15/10/2015 | Skills
I was with some investors earlier this week who focus on relatively early stage businesses who need help in the commercialisation of their product/ser...
19/06/2014 | Skills
A common way of enhancing your company’s sales presence on the ground is to get some of the current operational staff to do a bit of selling when they...
18/10/2013 | Skills
A recent visit to an upmarket car showroom that prides itself (so the marketing blurb goes) on offering ‘VIP customer service’ and ‘inspired performan...
04/03/2013 | Skills
I recently sat in on some training for a client that involved helping the sales team become better at presenting their offer at the end of the sales p...
28/11/2012 | Skills
Recently I had a conversation with a Sales Manager about a new starter that wasn’t succeeding - he’d sold nothing for six months and the obvious concl...
11/05/2011 | Skills
I recently returned from our fourth project in the US in the past 18 months and on the plane back for the last time I was struck by just how transfera...
17/02/2009 | Skills
In the 7 years that we have been working with private equity-backed businesses one of the most prevalent issues and regular barrier to delivering the ...