Sales Club Blog
The blog. The informal home of the Sales Club. You heard it here first.
CRM sweet spots
When you open up your favourite electronic device in the morning, what sort of information do you want to see coming at you from the CRM system? When CRM systems were first introduced, all they seemed to want to do was prompt you to provide information,... read more
So you think you're competitive
Of course you want to win – everyone in sales wants to do that. You might want to win but few leaders and teams understand what it takes to win consistently and most define winning in a way that’s not particularly helpful when it comes to... read more
10 ways to check if you need a new value proposition
Value like beauty is contextual; it’s in the eye of the beholder. It depends not only on functional, rational factors such as price, security and speed but also on emotional factors such as, ‘what’s in this for me?’, and... read more
The Science of Success
The days when the relationship between sport and business amounted to a former Olympian giving a motivational speech at the company away-day are over. Today, the relationship is sophisticated and mutually beneficial. ... read more
The Single Most Important Question for the Challenger Sale
Here at CEB’s Sales Executive Council we are both excited and humbled by the global excitement for our research profiled in 'The Challenger Sale'. Indeed, just last week the book made it into the Wall Street Journal business book bestseller... read more
Why Customer Experience should be on the Sales Director's Agenda
It’s hardly a new idea that sales teams need to understand and respond to what their customers want from their products and services. This kind of insight is part of any basic sales training. Accordingly, most organisations, whether B2B or... read more
Being a winner: a new perspective
Following Team GB’s spectacular haul of medals at London 2012, it’s timely to reflect on the nature of winning. We have all been inspired by the achievement of Britain’s athletes, perhaps to the point of being over-awed. Is that level... read more
The Olympic Count Up
Under Pressure? Whether you’re under pressure or not might simply be a matter of perspective. Writing this, there are 8 days to go to the start of the London Olympic Games. Now, there’s a very good chance that for most people a looming... read more
Nourishing Relationships at Brigade Cook School
On a cold, wet, mid-week April evening near London Bridge, The Sales Club members took shelter in Brigade’s welcoming bar, with champagne and canapés to whet their appetites for the evening ahead. Most had met each other at previous events... read more
Why The Apprentice should be fired for its impact on aspiring sales people
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Should sales be taught in schools?
I find it astonishing that sales is not taught in schools, on any Business Studies course whether it be an A level, HND or degree or on any MBA course other than Cranfield’s. Marketing is, but not sales. They are completely different disciplines... read more
Simplicity - the ultimate sophistication?
We've been working on our values lately - the things that as a team, guide our decisions, get us up and ready to go on a wet Wednesday morning, that fill us with energy and generally help us. One of the things that it has confirmed to us is that this... read more
Survival of the Fittest - What sets you apart & will you come through?
Never has it been more important to set yourself apart from the crowd and give yourself edge over your competitors. Here Olympic High Jumper, Steve Smith, shares his thoughts on creating your own competitive advantage. ... read more
Value Proposition: 6 essential need-to-knows
Now we all know rationally that nothing in life is easy and that a bit of blood, sweat and tears usually pays off with a good result. But as humans, secretly and emotionally we hope for (and are always on the look out for) the quick answer and the short-cut... read more
Are you Superman or a Target Monkey?
I’ve got a Superman tattoo and I sometimes get asked why - mainly by my exasperated and ... read more
Insights from The Sales Club!
No matter how long you’ve been in sales, there are always new lessons to be learned or insights to be gained to keep you at the top of your game. It’s what keeps selling such an exciting profession. ... read more
10 Tips to Become an Elite Performer in the Workplace
We all have choices, so how can you ignore the negative chatter in your mind, sharpen your work focus and increase your performance within the workplace? ... read more
The World According to Forrest Gump
The award-winning film Forrest Gump spawned a number of eminently quotable lines, a personal favourite of mine being "Life is like a box of chocolates - you never know what you're gonna get". Don't ask me why, but it got me thinking that sales... read more
Having an Olympic attitude at work
Last Monday I met a chap who held his office record for eating packets of crisps. Thirty-six in a day which, as someone who likes to look after his body, didn’t really impress me. A round 50 would have been more impressive but still, at least it’s... read more
Talent Management in Sales
Xancam has worked extensively on talent issues within the Sales functions of cross sector clients, in the UK and globally. We’ve observed that due to industry consolidation in recent years, sales people today compete for business from... read more
Lead generation machine
We meet lots of growth-focused sales directors (is there any other kind?!) and we’ve never heard one say “we’re fine for leads, thanks”. Even if there are good leads today, tomorrow’s are invisible – which is why people... read more
Social Media for Sales Teams
If we had a pound for every time we heard a sales professional say: “I’m too busy for this social media stuff”…well, we might not be able to retire, but we could certainly treat ourselves to a nice lunch. ... read more
Buyer's Shoes
As a Sales Director, how often do you stop to ask yourself what the buyers of your products or services really think of the sales person that sells your products to them? Recent research conducted by The Sales Club has unearthed a distinct trend,... read more
Triumph of Teamwork
What a busy and exciting summer of sport so far? England winning the world Twenty20 cricket, Rafael Nadal winning Wimbledon and Holland & Spain reaching the final of the football World Cup. But there has been a distinct common theme amongst... read more
Selling Hope
What an exciting and fascinating General Election we've all just experienced? As they say, you just couldn't make it up, especially the "love-in" between Dave and Nick in the Rose Garden at No 10. Even the most cynical hacks were taken by surprise.... read more
Confidence & Belief
Recent times have been tough for the majority of organisations. The general economic situation did appear to be improving over the few weeks post Christmas, but recent stock market jitters highlight that this is likely to be a long road to recovery. Specific... read more
Snow Chains
The snow is causing severe problems throughout the UK this winter. Apparently this has been the worst cold snap since the early 60’s. Travel has become treacherous. Official government advice has been to avoid travelling “unless... read more
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