John Perrin

6 Sales Leadership Lessons from Larry Ellison

This is a reply to a question on Quora titled - "What are the characteristics of a great sales leader" - the answer was from Dan Pepper. In the early days of Oracle, Larry still worked with the growing sales force on a frequent basis....

How to Approach Lapsed Customers

I've been involved with similar projects to re-connect with lapsed customers in 4 different companies over the last couple of months and following some undoubted successes I thought I'd share with the wider world the smartest way to approach these particular accounts. Source The same…

Second Level Thinking in Sales

I've recently read a book title "The Most Important Thing" written by Howard Marks, aimed at stock traders and investors the book is designed to help the reader think like the major players in the world of investing. One of the key aspects of the...

Embracing Failure in Sales

Success is something we all strive for, be it in our professional lives or hobbies we are always seeking to be the best and ultimately succeed. For sales people failure is something we all fear, it's something that has been given a negative image and...

Sales Questioning: Why You Should Be Drilling Down 3 Times

I like to feel that I've done a thorough job when I'm selling to my prospects. By this I mean I like to feel that I've done a very thorough job with my ability to ask good questions. A big part of...

Are Unique Selling Points a Thing of the Past?

Absolutely not. Let me elaborate a little. If you look at most industries now as opposed to maybe 10 or 15 years ago, it seems obvious that there's a lot more players in each space. This in itself I don't view as a problem. It's...

5 Ways to Follow Up & Move Forward

Sometimes "touching base" can be the same as cold calling – no one wants to do it. The problem is when you've got to have a conversation with someone; you need to have something to talk about. The follow up can be filled with...

How to Lose Control of your Sales Process

This week I thought I'd share a lesson I learned a few years ago. Essentially, I dropped the ball with a good opportunity through what is really quite a common mistake in our profession. I was dealing with an inbound lead and initially had...

5 Apps To Help Close The Deal Today

Mobile sales strategies give you a massive advantage over lugging a laptop with you; everything can be accomplished with an app nowadays. However there are over 867,530 apps in the app stores so it's going to be hard to find the right one. Before we…

The Psychology Behind Questioning

Listening is now more important than ever for a sales professional, but do we truly understand why it's so important? The psychology behind asking questions; the right questions, is vital for the success of your approach. So we dive into the psychological understandings of asking...

Report | Are Sales Professionals Recession Proof?

According to a recent survey the recession hasn't stopped companies from continuing to invest in their sales forces. The market was found to be especially resilient in the technology sector with the number of vacancies on the rise. Sales professionals who can offer clients the...

1 Very Common Sales Mistake to Avoid

I'm sure that the screen shot below probably rings familiar bells for some of us. Pages and pages of activity where we've chased a deal over a long period of time. Just look at all those calls! The trouble is, if you've got lots...

3 Tips For Channel Forecasting Heaven

As a Channel Manager, Director, VP or even SVP of Channels – you will have the reoccurring challenge (nightmare?!) of getting together a weekly, monthly and often quarterly sales forecast for your indirect sales channel. Add large volumes of partners to the mix, distribution and...

How to Open a Sales Call in 3 Steps

Tweet Often, the reason sales people can have little success on the phone is that their approach to their sales calls is simply neither engaging, structured or interesting enough to make anyone want to stop what they're doing and listen to them instead. For a…

Activity is the ONLY Thing That Will Make You Successful

Tweet I wanted to share with the wider world a really simple and at times eye opening exercise that I use with a lot of the businesses and teams that I work with. Touch wood, it's usually really helpful for illustrating the fact that...

5 Ways CRM Makes Business Easy

For small and mid-sized companies to survive in a competitive business environment they must adopt efficient and effective strategies for selling, marketing and serving their customers. CRM (Customer Relationship Management) refers to a software and business practices that will improve performance, promote collaboration and give...

The Mistake That Cost’s Much More Than Expected

It's universal law and there's no escaping it. Nothing is said to "happen" until something moves. It's also universal business law -- There is no business until a sale is made. With the priority of sales ranking so high in importance of all it takes...

EMEA Channel Sales Strategy: Basics

As a business owner, if you are expanding to the EMEA (Europe, Middle East, and Africa) region, building great EMEA channel strategies will help you develop in those markets. Whether or not your product line already has a presence in these nations, or whether you...

Here’s a Quick Way to Limit Cheesed Off Buyers

If I were to offer you £45 in 3 days or £70 in 3 months what would you choose? More than half in a BBC survey went with the £45 – the general consensus is that this means you're much more of an impulsive...

Managing For Performance – Growth, Profits & Employee Happiness

You shouldn't need us to tell you how much you need to focus on managing for the performance of your company. Management should be one of the top priorities of any growing business, when you focus on performance you tend to ensure that targets and...

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