Steven Reeves
Steven Reeves
Consultant, author, software entrepreneur, business development professional, aspiring saxophonist, busy publishing insight and ideas. Boomer turned Zoomer - thirty year sales professional with experience selling everything from debt collection to outsourcing and milking machines to mainframes. Blogger at Successful Sales Management. Head cook and bottle washer at Front Office Box.
Three Essential Skills For Successful Sales Managers
What's different between successful sales managers and the rest? Are there characteristics they all share? Are there behaviours they all display? ...
How Much Is Your Cost of Sale
Does cost of sale figure in your sales strategy, or operations model? Unlikely! But should it? And if so how would you calculate...
Building Opportunity Cost Into Sales Management Strategy
Does opportunity cost figure in your sales management strategy? When choosing sales models, coaching reps, or even deciding on tactics for a particular deal, do...
The Opportunity Cost In Any Sale
Opportunity Cost (Photo credit: maxymedia) What is the opportunity cost of a sale, and why should sales professionals know, or care? Every modern sales professional…
Need A New Sales Forecast Tool?
Sales Forecast How's your sales forecast working out lately? Disappointing, probably. They usually do. Thinking of the complexity involved in making a sales projection,...
Selling To The Stupid
It's probably not good form to talk about stupid people, in public at least. Sort of politically incorrect, although there are no laws...
So Sales Is A Numbers Game – Is It?
What does Sales Is A Numbers Game mean? Its an expression used by lots of people, mostly with a knowing smirk, as if they're privvy...
Why Typical Sales Approach Doesn’t Work – Case Study
What is the typical sales model, and why does it need to change" to what? Most people won't know too much about the history of...
The Way Sales Works and Why It Doesn’t
The noble arts of selling and sales management have changed little in the past 200 years. The traditional model for sales operations evolved...
What’s Wrong With Selling The Old Fashioned Way
Selling the Old Fashioned Way is an attractive philosophy. Somehow, there's an implication of complexity in the ways we do things these days which...
It Isn’t About Price Mr. Tesco
tesco slough (Photo credit: osde8info) Irony abounds in the UK. That's Par for the Course, and not only in the UK, obviously. But...
Customer Service – The Good The Bad and the Simply Ugly
There's a big difference between talking the talk and walking the walk when it comes to customer experience. It's a brave business which doesn't...
Tesco’s Ugly Customer Service
It came as a surprise, watching her walk between the grocery aisles, struggling with a basket of groceries. Four cans of beer, four...
British Airways Bad Customer Service
Connecting off of an 8 hour flight from Chicago, and before a 4 hour drive north of Edinburgh, any sort of delay is inconvenient....
Carphone Warehouse Everything That’s Good About Customer Service
The Galaxy Tab is a nice piece of kit - great design, solid construction, functional software, real competition for the ubiquitous iPad. But...
Universities Re-engineering Sales and Sales Management
Does the traditional concept of sales and sales management need to be re-engineered – redesigned in the light of this new world, where products...
Will Mis-selling Lead To A New Culture for Selling Organisations
There's always been mis-selling. Unscrupulous, or incompetent, people have been selling the wrong stuff to the wrong people, in the wrong way since the...
How a Great Sales Manager is different to a Good Sales Manager
What do great sales managers do differently from the merely good sales managers? How do they stand out from the crowd when the head...
Three Stages to Sales Process
Love & Negotiation (Photo credit: Wikipedia) Three Stages to Sales Process: 'via Blog this' In the simplest terms, there are three stages to any sales…
5 Ways to Forecast Sales – Which One is Yours?
How many methods or techniques are there for sales forecasting? There are 5, in my experience, offering varying accuracy and utility. Here's the background...