Graeme Hall's thoughts on various sales related topics together with some of the answers to questions we have been asked over the years.
18/07/2017 | Sales management
Many of the businesses we come across, both pre and post private equity investment, carry out some form of 'lost bid analysis.' The more astute manage...
03/04/2017 | Sales management
Working as we do exclusively with private equity-backed businesses, one of the common themes we encounter is the need for more headcount to deliver ne...
09/02/2017 | Sales management
How do you know if the team is doing enough of the right activity, early enough, to ensure the revenue you need next month/quarter? How do you know...
02/11/2016 | Sales management
The recent great news about Nissan’s decision to re-invest in it’s Sunderland factory reminded me of how few of the sales leaders we meet, take the so...
12/10/2016 | Sales management
As a keen (and very amateur) road cyclist I have been experimenting with using different cadences (pedal speeds) to find the most optimal for me. It’s...
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...
01/06/2016 | Sales management
A question we regularly hear from our clients is ‘where do you find great (or even good!) sales managers?’ For us, the real challenge lies with how...
08/02/2016 | Tell tale signs
In no particular order... 1. Most sales people over-estimate their value in the sales process. 2. Most of them operate without an acknowledged sales...
26/01/2016 | Sales management
Over the past 12 months we have met and/or worked with around 20 UK businesses in a variety of sectors but predominantly from engineering and service ...
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...