Sales Blueprint Insights
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
Observations on B2B selling
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
What is it with technology businesses?
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
Operations people doing a bit of selling
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
To infinity and beyond?
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
Marvellous presentation but what’s in it for me?
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
If you needed a goalscorer why did you buy a goalkeeper?
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
Transferable sales 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
Gnilles - Selling backwards!
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 ...
