swd - Sales Blueprint

Sales Management

18 October 2022

Well done on the order but do we (really) know why we won it?

Many of the businesses we come across, both pre and post private equity investment, carry…

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Sales Management

18 October 2022

If you keep doing what you’ve always done

Working as we do exclusively with private equity-backed businesses, one of the common themes we…

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Sales Management

18 October 2022

Questions for sales managers

How do you know if the team is doing enough of the right activity, early…

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Sales Management

18 October 2022

The orders factory?

The recent great news about Nissan’s decision to re-invest in it’s Sunderland factory reminded me…

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Sales Management

18 October 2022

Is there a cadence to selling?

As a keen (and very amateur) road cyclist I have been experimenting with using different…

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Skills

18 October 2022

Observations on B2B selling

There’s no escaping that activity drives results. If you don’t know which the key sales…

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Sales Management

18 October 2022

How do you recognise a strong sales manager?

A question we regularly hear from our clients is ‘where do you find great (or…

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Tell Tale Signs

18 October 2022

10 things I learned about sales B2B teams last month

In no particular order... 1. Most sales people over-estimate their value in the sales process.…

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Sales Management

18 October 2022

It’s not like selling photocopiers you know!

Over the past 12 months we have met and/or worked with around 20 UK businesses…

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Skills

18 October 2022

What is it with technology businesses?

I was with some investors earlier this week who focus on relatively early stage businesses…

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Tell Tale Signs

18 October 2022

Why aren’t they selling as much as they said they would?

Some recent work with a private equity-backed company highlighted a common issue with the business…

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Skills

18 October 2022

Operations people doing a bit of selling

A common way of enhancing your company’s sales presence on the ground is to get…

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Skills

18 October 2022

To infinity and beyond?

A recent visit to an upmarket car showroom that prides itself (so the marketing blurb…

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Marketing

18 October 2022

There are only 3 ways to grow a business

You can either increase the number of transactions with the customers you have today. Or…

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Sales Management

18 October 2022

How to keep your top sales performer

Not withstanding the appalling way that events were allowed to unfold in public, the recent…

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Skills

18 October 2022

Marvellous presentation but what’s in it for me?

I recently sat in on some training for a client that involved helping the sales…

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Skills

18 October 2022

If you needed a goalscorer why did you buy a goalkeeper?

Recently I had a conversation with a Sales Manager about a new starter that wasn’t…

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Marketing

18 October 2022

So which is the big job – sales or marketing?

I’ve heard sales described as a craft while marketing is more of a science. Whilst…

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Marketing

18 October 2022

The receptionist test

Since our work often involves understanding the marketing input to the sales function and the…

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Sales Management

18 October 2022

There’s no ‘I’ in team – nor should there be!

Although groups of sales people are often described as being in a team, my experience…

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Tell Tale Signs

18 October 2022

Getting the board pack right sales-wise

One of the early tasks post investment is to get the board pack to provide…

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Skills

18 October 2022

Transferable sales skills?

I recently returned from our fourth project in the US in the past 18 months…

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Tell Tale Signs

18 October 2022

If they’re that bad, how did they get where they are?

As a result of the Sales Due Diligence work we provide I was introduced to…

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Sales Management

18 October 2022

Grow your own versus buy it in

One of the outputs of our work is to identify the need for additional sales…

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Sales Management

18 October 2022

Why is it so easy to get into a sales career?

I recently spent more time than I would like in one of our marvellous airports…

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Sales Management

18 October 2022

Poacher turned gamekeeper?

I was reminded yesterday by a colleague, of the relevance of the work we do…

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Sales Management

18 October 2022

What does good look like anyway?

Whilst we don’t claim to have the monopoly on good salesmanship, one of the benefits…

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Skills

18 October 2022

Gnilles – Selling backwards!

In the 7 years that we have been working with private equity-backed businesses one of…

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