Asking service people to sell? Easier said than done!

Asking service people to sell? Easier said than done!

Over recent months, we have noticed an increasing number of requests along the following lines….. “How can we get our field service teams to contribute more to our sales efforts?” This community often have more regular access to key customer stakeholders. They are also typically regarded with a level of trust by customers that many salespeople could only dream of. There is therefore an impeccable logic to exploring how this community can help identify and progress additional new sales opportunities with existing customers.

However, this logic faces one massive obstacle…

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You can lead a horse to water.....

You can lead a horse to water.....

Does the following scenario sound familiar? Your company invests a significant amount of time, effort and money on a new sales, leadership or customer service training programme. It is launched with a certain degree of fanfare. The launch goes well – there is plenty of initial excitement and enthusiasm. However, in the end, there is little or no tangible improvement in performance and a few years later, more time, effort and money is spent on a new initiative.

Why does this happen? 

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Is there a silent assassin destroying your business?

You are a leading consumer business. You spend large sums of money on your brand. It sets an expectation with your customers of what it will be like to buy from you. However, in most consumer businesses there is an assassin at work – with the potential to destroy both your brand and your reputation with your customers. How many times does this assassin strike in your business every day? How often is your brand expectation undermined?

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