Library
Take a seat. Grab an article that will make a difference to your work straight away. Spend your time wisely in the Library.
'Sales Performance Innovation' with Mimecast & K2 - Executive Summary
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'Purchaser's Perspective' - Executive Summary from Eurostar Workshop
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Value Propositions to Sales Propositions - White Paper
The business world has changed forever. The difference between companies that are thriving and those struggling to survive is how well they harness and align their value to customers. There is a widening gap between what companies offer and sell and what... read more
'Bounce: the myth of talent & the power of practice' - Executive Summary
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Breeding Sales Champions - White Paper
“If you fail to prepare, you’re prepared to fail” – Mark Spitz (Olympic swimming champion,1972) ... read more
Transforming Experts to Leaders - White Paper
Our expert member, Dr Maria Yapp, CEO of Talent specialists Xancam, has written this fascinating report to identify what it takes to transform talented experts into successful business leaders. This is particularly relevant for those of our members... read more
Best Practice Selling - executive summary of Autumn Breakfast Club
The Sales Club’s Autumn Breakfast Club took place on September 16th 2010 at The Charlotte Street Hotel over a tasty breakfast. The Technology, Hotel & Marketing industries were all represented in an interactive “Best Practice Workshop”... read more
Sales Excellence - executive summary of Masterclass at St James's
The Sales Club's first Sales Excellence Masterclass was held in July for a small group of Sales Directors in the pharmaceutical, airline and software industries. The masterclass was led by Professor Roger Steare from Cass Business School who created an... read more
Sales Incentive Schemes - executive summary of Lunch Club at The Mayfair
John Fisher presented a compelling overview to The Sales Club members at the June 2010 Lunch Club of how to run a successful incentive scheme for your sales force. Incentives, recognition and reward are the cornerstones of a motivated... read more
Best Practice Workshop - executive summary of Breakfast Club at Charlotte Street
The Sales Club’s inaugural Breakfast Club took place on April 22nd 2010 at Charlotte Street Hotel. The Technology, Airline & Hotel industries were all represented in an excellent “Best Practice Workshop” session chaired by... read more
Movies not Meetings - executive summary of Lunch Club at BAFTA
Alan Sears from Vybrant presented some fascinating tips, at the home of the movies BAFTA, on how to make sales meetings more dramatically effective, for the March 2010 Lunch Club. ... read more
Road to Recovery
It has been a tough couple of years for the majority of organisations. Hopefully the worst is over and recovery will be significant and sustained. ... read more
Think "buyer cycle" NOT "sales cycle"
I am sure as Sales Directors you are very familiar with the sales cycle with its funnel and suspect, prospects etc. However I, from my background of pricing, have become much more interested in the buyer cycle which focuses on the customer and their buying... read more
The New Sales Director
Business is obsessed with sales, profit and growth. Of course it is. “What’s the bottom line?” is now a question that can be asked in any discussion about almost any topic. But why are we obsessed with sales, profit and growth? Is it... read more
24-point plan for successful proposals
Proposals are a fundamental part of selling for many businesses. As a Sales Director, you might not be responsible for writing or reviewing as many of these as you used to but you are almost certainly responsible for setting the direction and ensuring... read more
How to package up and sell services
Services are where many companies make most of their profit. Whether it's core business or an add-on to a product, selling more services has got to be top of most Sales Director's agenda. But services are highly intangible. The best way to sell more is... read more
Help your sales people build trust fast
We know that customers buy from people they know, like and trust. Getting known and liked is a marketers game, to a large extent. Being trusted, particularly if personal selling is important in your business, is a little bit harder. It's about third party... read more
Sales reward innovation in a recession
There is a well developed body of evidence to tell us that, compared to the population as a whole, those people who enjoy careers in sales and who are good at selling are competitive, to some degree, and have a liking for monetary or material rewards. ... read more
Re-engineering the sales force
Many organisations are not highly differentiated through product or service and therefore must be differentiated through the quality of their sales force if they are to succeed. How do you create a sales force that is highly successful, highly motivated... read more
Principled sales leadership - online test and personal report for Sales Club members
The new generation of Sales Directors are strong, principled leaders. They are familiar with their own moral profile and how to make decisions which are right for the organisation, its customers, employees and stakeholders. ... read more
Tactical and Strategic Value Pricing
In my role in developing pricing strategies I am a big fan of Value Pricing. I am sure you are too, but I find that companies rarely feel like they are achieving the Value Price that their product or service deserves. In this article I want to look again... read more
Case study: Are you recruiting for mediocrity?
Good sales people, like good sports people, have a competitive streak. Good Sales Directors, like good sporting managers have that competitive streak refined. And good Sales Directors, like good sporting managers will look at their team and... read more
Sales Guardian: Question, Question, Question
Several years ago when I was Sales Director at a leading technology company, I interviewed a young guy, Steve, for a regional sales representative position. ... read more
Sales Guardian: Is email a sales tool or sales barrier?
Since email first raised its commercial head in the 1990s, it has become the most widely used form of business communication. Good or bad news for the sales department? Initially the pros far outweighed the cons. Speed of communication became... read more
Welcome to the Sales Club world.
By day, the Gherkin and the Lloyds building dominate the city of London.
By night, the rich cityscape of Tokyo glows.
