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.
18/07/2017 | Sales management
Well done on the order but do we (really) know why we won it?
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
If you keep doing what you've always done
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
Questions for sales managers
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 orders factory?
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
Is there a cadence to selling?
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
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...
01/06/2016 | Sales management
How do you recognise a strong sales manager?
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
10 things I learned about sales B2B teams last month
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
It's not like selling photocopiers you know!
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
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...
