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“Continuous Learning = Continuous Earning” 

At any time your Sales Pipeline (Funnel, if you like) is at serious risk. Especially these days, given rapid changing technologies, social networks and customer behaviours,  and last but not least customer loyalty going down.

With this as a backdrop, one good question to ask is: … How best to Stay On Top Of Your Game?

It’s simple but not easy: “Continuous Learning = Continuous Earning”

 

Many sales and marketing organisations are still relying on traditional tools, which were developed for a far more stable environment decades ago. Forecasts and pipeline management have always been the essentials in sales management. Why should you as an experienced executive bother about 2019? Well the world has changed and is changing faster than ever into a new normal, which is determined by uncertainty. Politics do very little to provide a stable environment for economic growth. Achievements in global trade agreements are suddenly questioned or even terminated. Brexit, Trump’s America First and many other examples could be used to illustrate why your customers are having problems to budget and plan. At the same time we are seeing more and more evidence how disruptive innovators are changing the game.

What does that all mean to you and you business? A lot, and it is not all bad news. All these changes do create massive opportunities. However, they do not appear in the traditional way. You need to be there when they are discussed as an “alternative” to the status quo. You need to be there when these ideas are shaping up and get challenged. You need to provide the convincing arguments and you need to prove the concepts. You need to contribute to a business plan, which shows little risk and massive customer value. You need to invest before you customer does. And, you need to do it wisely as even with all those necessary steps you will not win all your opportunities.

2019 will be a massive challenge – be sure you will like the year on your next x-mas party. We are here to support you – with workshops to get the attitude of your sales force right Clear agreement on “no excuses” and/or direct involvement dealing with your pipeline from lead generation to closing. With guidance to reimagine your marketing funnel to be fit for purpose with a new model for the B2B customer journey. With a never ending content Marketing Cycle which supports all stages from lead generation to closing:

Remember: It’s simple but not easy:  “Continuous Learning = Continuous Earning” 

 Inspired by my friend and mentor Hans Ouwerkerk

How did you like 2016 – and how about 2017? How about risk management of your sales pipeline?

Many of us are highly distracted by the uncertainties in the world and the impact on their businesses. Are there only threads or are there even opportunities? Here are some thoughts how to approach 2017 – if you are not prepared to waste the year. Why don’t you apply the same risk management techniques to your sales pipeline which are used by professionals to manage their portfolio of assets? You have the freedom of choice to either hope for things getting better or to plan for growth and take action now.

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ROI in Sales – Food for Thought “Only” or Inspiration for Action?

– Do have good data that highlights where your greatest sales Return On Investment (ROI) is, or might be?

– Have you freed up your sales reps’ time for selling, meaning … when was the last time you took hard look at your sales support systems?

Managing large sales forces has never been easy for multinational companies. Increasing competition, margin pressure, the rise of digital and proliferating channels have added a significant layer of complexity. Already today nearly a third of all Business-To-Business (B2B) purchases are done digitally while customers use an average of six channels for prospecting, forcing sales leaders to rethink how they source leads, manage pipelines, and sell more effectively.

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Disruptive Technologies – Challenge? No, Opportunity!

I was in New York City  last week and got – once again – energized by the vibes of this dynamic city. An American friend of mine provided me with my first Uber experience.
Of course you have heard about this mega successful business concept that is so revolutionary and disruptive for the taxi and transport business. The experience was both, very convenient and inexpensive. The cars were clean, the drivers friendly and the fares more than competitive.  All customer interaction took place on the Uber app on the mobile phone.
The following day I did sign up for my own Uber account.

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What will make a difference in 2015? Or, will it be business as usual, more or less?

We wish you a healthy and successful 2015 and we hope your execution plan for 2015 is based on some solid, winning formula.
 
Just in case you are still looking for some inspiration of ideas or a way to challenge the robustness of your own plans, here are some thoughts. 2015 will, without a doubt, be another challenging year for the financial service industry.
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