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How do world-class sales organizations identify their ideal client? Find out.

John Henley

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Recent Posts

A Clear Path to Increase B2B Sales Activity Quickly

Every strong sales organization uses periodic tactics to drive activity and ultimately sales. Tapping into your B2B sales training resources to help clients makes a great deal of sense. Here’s a clear path to follow if you are a sales consultant and have a client who wants to make things happen and drive measurable results:

  • Determine the focus: What is the best opportunity to focus on? Is the desired outcome to create a specific amount of revenue from a specific customer sector? Is it based on a certain time of year? Is it tied to the launch of a new product or service? A new category of business? Perhaps the goal is to increase the number of quality face-to-face sales calls.

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Topics: Partner Marketing

Don’t Accept a B2B Sales Training Job Until You Know These 2 Things

If someone throws a ball at your face, I bet you have developed a natural reaction to catch it (or try to catch it). I know I have. After nearly 20 years in the b2b sales training and consulting business, I have developed a natural reaction or reflex when a client or prospect is interested in some training.  There are two immediate questions I have:

  1. What do you want people to be better at?
  2. How will you know they have improved?

There are a variety of ways to get at this information and often, it will be beneficial to ask it a few different ways. When trying to learn what they want people to be better at, you’ll want to ask what behavior they want to change and what is prompting this desire to improve this behavior. And when it comes to how they will know if their people have improved, you need to ask how they will measure the improvement. Ask what leading indicators they will see and then what performance measures will unveil if real improvement has taken place.

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Topics: Partner Marketing