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.
What Is Your Customer Buying?
Do you really know what your customer is buying? Of course you do. She's given you a specification. She's explained her...
Selling to the 3rd Dimension
Isn't it strange the way sales people forget everything they know about buying when they start talking to prospects? Quite why that happens...
7 Measures of Sales Performance in Relationship Management
A measure of relationship management is a crucial element ofsales performance. Once the customer relationship has been established, the sales guys job should...
The Difference Between a Sales Funnel and a Sales Pipeline
To most people Sales Funnel and Sales Pipeline are two sides of the same coin. Both refer to a strategy for turning prospects into...
Selling Product and Selling Solutions Require Different Strategies and Organisation
Is there a diference between selling a product and selling a solution? Over recent years all sorts of marketing and sales people have transformed their pitches. Products...
Planning a Sales Campaign
English: Flowchart of Rational Planning and Decision Making Process (Photo credit: Wikipedia) Planning a Sales Campaign: Maybe it's just me, but that's doubtful. My sales…
3 Classes Every Sales Professional Should Take
There are 3 classes every sales professional could usefully take. On the face of it, nothing to do with selling, so this may...
What’s Your Sales Model
Business Model Triangle (Photo credit: Alex Osterwalder) What do we mean by Sales Model and why is it important? And isn't this all a...
Is There Stratagem in Your Sales Strategy
The Sontaran Stratagem (Photo credit: Wikipedia) Is there a role for stratagem in your sales strategy? There is, but probably not the one you...
The Difference Between Selling Product and Selling Solution
Is there a diference between selling a product and selling a solution? Over recent years all sorts of marketing and sales people have...
Sales Funnel or Sales Pipeline Which is Right for You
Business Model Concept (Photo credit: Alex Osterwalder) Is a sales funnel right for your business, or would the sales pipeline be a more appropriate philosophy?...
Gold Star for Customer Service Goes To CarPhone Warehouse
Carphone warehouse main office (Photo credit: Wikipedia) Mobile phone companies don't have the best reputation for customer service, and especially when it comes to devices....
Why The Sales Funnel Is Bad For Business
Do you have a sales funnel in your business? Its a popular concept amongst sales professionals, but just in case you haven't come...
Are You Selling Value, or Values
The "Made for iPod, iPhone, iPad" emblem appearing on accessories approved by Apple Inc. for iPod, iPhone, and iPad. (Photo credit: Wikipedia) Have you thought...
The Hockey Stick Sales Forecast Problem
The Hockey Stick Sales Forecast Sales operations managers are very familiar with the hockey stick sales forecast, but most don't interpret what it says about...
One Word Sales People Should Never Use
What do you think the one word sales people should never use would be? There are some really insulting terms bandied around amongst...
The Difference Between Selling Consulting and Everything Else
What's different about selling consulting - different from machines, or software, or services, or anything else for that matter? After all, the guys selling consulting...
The Sales Manager’s Other Dilemma
Managing a sales team seems to involve a constant procession of dilemmas - decisions required on which interest to favor and which to disadvantage. Three...
The Difference Between Sales Professionals and Everybody Else
What's the difference between succeeding in sales and doing well in other executive jobs? Of course, there are as many differences as there are...
The B2B Selling Paradox
B2B Sales - one business selling to another - is a paradox; a concept which contradicts itself. Any sales professional who can understand...