Natural Training Sales Blog
As a new employee, it’s not always easy to speak up in meetings. Managerial experts now believe that communication must be allowed to flow up, down and laterally for a company to succeed. All employees play a key role in keeping a business viable and innovative. Why should you stand back and let new people…
Share of Wallet (SOW) is a term most marketers equate with customer loyalty. It is loosely defined as that part of a customer’s wallet, or total spending, he or she spends on your product or brand. For example, if a customer buys 4 of the same products each month and 3 of those products are…
We know what features are. They are dry data – such as a V6 car engine or a big supply of Football Shirts. Some sales people are guilty of “feature dumping” – which sounds to the customer a bit like this: “Here’s a reason why we are great, and another thing, and another thing, and…
Isn’t it amazing how in just one day you can visit both ends of the spectrum in terms of how you feel as a customer? Last week I checked in to a hotel chain I use all the time. As a ‘Platinum Elite’ customer (their term for ‘a regular’!) I’m not normally that demanding, but…
Many of our customers are reporting a mixed sales story in the first 6 months of 2014. February was outstanding, May was down, and there was substantial fluctuation in the other months. In this article, CEO of Natural Training Matt Drought, with a little help from his friends, explores 5 ways to ensure that you…
It’s no secret that a sustainable pipeline is the key to both meeting short-term sales goals and ensuring long-term success. But how can you be sure that you have enough working deals in that pipeline to achieve these objectives? 1) Identify the Probability of Success Which leads should you invest your time in? Every sales…
Shane and Nigel both are in charge of driving new business revenue into their organisation. Yet both operate in different ways. Here we take a look at the differences, which will help you determine the culture and behaviours around pipeline that are right for your organisation. Shane Lewis: Shane Lewis is a Sales Manager…
This week the Guardian explored Ed Miliband’s seemingly prominent role in the Labour Party’s low popularity ratings… Click here for full article “His fundamental failure has been one of salesmanship. He has not persuaded the voters to think of him differently. He has produced policies that are individually popular but too few of which are…
We’re all familiar with the Value Meals that entice us at the fast-food establishments; you know the ones that are meant to give you a better deal. Now, it’s no secret that Value Meals are meticulously planned as a means to cross-sell more product at the point-of-purchase. Would you like to value-size that? The Value…
A large, comprehensive study conducted by the U.S. Bureau of Labor Statistics painted a startling portrait of how employees actually learn. They found that around 30% of employee learning comes from formal instruction, such as instructor-led classes and structured courses, while 70% of learning occurs informally through reading books and articles, discussion with fellow employees,…
The project brief is robust. This is a dream project with a full scope plan that leaves no stone unturned. The client has big dreams that you know you can exceed. There’s just one catch. The client’s budget is bargain basement. It won’t cover one quarter of the work that needs to be done. What…
How to Create a Killer Webinar Event – continued… The Bullet-Point List If all else fails, simply list your bullet-points, clustered under a compelling hook. Why People Fail. Which People Succeed? You get the idea. Be sure to offer geographically-specific solutions if any aspect of your solutions vary by location. Myth-Reality The Myth-Reality format works…
