All posts by Helen Wilcox.
In some ways, the sales development sector has been a story of the wild west and snake oil salesmen: “Follow my 6-step process in your industry and you will be the best in your sector for sales growth”. For many years, sales was considered an art not a science. Now sales research has come of…
Is it a bit early to start thinking about your sales development budget for 2020? We say now is the time to start! Many organisations begin their budgeting process at the end of summer, with the numbers hard baked by October. Assuming you want to involve external providers, how long will it take to…
Do you find your sales teams are getting rattled by objections? Is it your impression that sales are stalling because of them? One of the crucial roles of sales enablement (and good sales management) is to help salespeople become successful. Managing objections is a ‘quick win’ topic that you can address today.
Four ways to ensure your CRM is successful 49% of CRM (Customer Relationship Management) projects fail, and yet the returns on well-implemented CRMs are clear: customer insight, pipeline management, forecasting, internal co-ordination, performance coaching – the list goes on. AI is now becoming embedded in various cloud systems, we all need to ensure we are…
The key success factor in building a successful Sales Academy – Partnership How can we create a high impact sales academy where the sales team have complex product options? Kojo Academy is currently involved in creating a ground breaking sales academy where the client has a high value complex product. In this situation sales training…
In 2018, I wrote a blog for Selling Interactions about “bad language in sales” It gave examples of ‘leaky language moments’ that sales people have and the risks of negative influence on clients (See the main points of the article below) Because sales enablement programmes are often so focused on strategy, products and marketing, training…
Many sales managers are increasingly considering sales enablement processes and strategies to achieve growth. However, the ongoing challenge is how to achieve this in the face of constant change of company product and the competitor landscape. In this article, we share some building blocks so that you can get started on the sales Enablement roadmap….
