Sales Director Central Blog
If you’re a founder, at some point you would have thought about raising capital for your business. However, if running your own business isn’t enough of a challenge, navigating the world of raising capital can be next level. To help make the process a little smoother for you, today...
Is discounting slowly killing your B2B business? While performing an account review for a client recently, we heard a seasoned sales rep ask “Can we ‘motivate’ the customer to buy?” Wait. Did we hear this right - did he just ask his boss for a discount?
If you’re...
There comes a time in every startup journey when you realise that in order to move forward and scale, you need to increase sales and revenue first. And that means transitioning from selling your own products and services to handing over sales to a professional salesperson.
It seems...
On Media Watch this week Paul Barry spoke about the most overused phrase in the media during this pandemic. It was “Petrie dish”, as in the “schools are like a Petrie dish for Coronavirus”. Since this pandemic started to bite into the economy about 3 weeks ago,...
How do we maintain Sales As Usual and Business As Usual when everyone is focused on impending health and economic doom?
Let's get our priorities right from the start. It's a real health threat and everyone must take the right precautions to protect themselves and everyone around them. ...
What does Business As Usual (BAU) look like when health authorities are telling everyone to send staff home?
Where do you find useful and trusted resources around Coronavirus, and how you can use technology to keep as close to BAU as possible?
No matter what tech you are using, all the...
Welcome to the September Newsletter where we highlight what happened in August and provide summaries of key information we have shared.
The Post of the Month
JD posted on Value in August on LinkedIn. The key points were:
What is Value? And how should we measure it?
Firstly value...
Thank you to all those who attended the live Build Your Pipeline Masterclass.
Please click the Build Your Pipeline Masterclass Replay to watch it again and remind yourself of where those new leads and future customers are hiding.
Remember:
- COCO - Come Out, Come Out wherever you are!
- Referral...
At Sales Director Central we meet and talk with many Founders, Owners and Directors in small to medium businesses selling a complex solution in a B2B environment. Their views and approach on Sales Leadership, and even for some of the more savvy investors, is a constant source of...
In a recent LinkedIn article, JD spoke about the 4 reasons Directors hold on to poor performing sales people. One of the questions we've been asked is "How do we really know if they are poor performers?".
On the surface this is an easy answer "Zero sales". But this is not easy for many Directors...
In his recent post, JD spoke about the need to control the sales process. We've been asked to expand on how that is achieved in new and existing sales cycles. We recommend 3 simple re-framing points.
The first thing to consider in your business is to be clear that the "sales cycle"...
