MAKING SALES LEARMING STICK The Challenge Sales leaders know intuitively that much sales training does not stick and the impact is often short-lived or selective. This observation is backed up by data. The Sales Executive Council’s research indicates that as much as 87% of sales training may be wasted. This is not only unacceptable. It […]
Business Development is challenging. It demands constant effort. The difficulty is that we need to be selling just at the moment the client is buying. So how do we ensure that we are front of mind when the client is looking for a solution? The answer is what a former colleague of mine describes as […]
We were talking with a Commercial Banking Sector Head. It’s 2 years since we worked with his team of 100+ bankers focused on the professional services market. We had good evidence of payback over the first year, and he had seen a net uplift of 20 basis points on a loan book of £500Mn, so […]
“Objectives are not fate; they are direction. They are not commands; they are commitments. They do not determine the future; they are means to mobilise the resources and energies of the business for the making of the future.” Peter Drucker, the great business thinker, got it right when he wrote this. The question is – […]
Customer-centric selling is top of the agenda for many financial institutions. It’s driven in part as a response to regulators but it shouldn’t all be about risk management. This post looks at some of the trends in customer centric selling and looks at what it means in practice – both the pluses and the minuses. […]
Andrew Rathbone interviews Richard Higham about working out your preferred approach to relationship management and how you can add real value.