Thinking on Sales - Blog Image for Shade's Mills Group

I spent over three decades working in the field of sales.  I thought I knew sales pretty well, that is until I had an opportunity to lead a seminar as part of the onboarding for an MBA class.  During some of the breaks I had students come up to me and ask some questions about…

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What Is In A Sales Methodology - Blog Image for Shade's Mills Group

I have been exposed to several throughout my career: Professional Selling SkillsDialogue Consultative SellingThe Challenger Sale I suppose I could think about this as one for each decade of my sales career! ​There are many other methodologies out there, some that spring to mind are: SPIN SellingSNAP SellingSolution SellingInbound Selling Do sales organizations need a…

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Sales and Organizational Alignment - Blog Image for Shade's Mills Group

This post excites me for a strange reason.  It is because I get to use a photo taken on the hiking trails in the Shade’s Mills Conservation area!  I do think it is an appropriate image.  For a business to succeed, there must be alignment.  Different functions and different aspects of the business strategy must…

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Anatomy of a Sales Manager - Blog Image for Shade's Mills Group

An organization’s sales manager is an extremely critical role.  It may be one of the most difficult jobs in an organization but it is often the one role where there is no training investment.  When there is a need for a sales manager, an attempt is made to promote the best sales representative.  Often the…

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The Evolution of B2B Sales - Blog Image for Shade's Mills Group

Now is the time to be thinking about your approach to sales!  The world is rapidly changing and amongst those changes are shifts in how business to business (B2B) customers are looking at salespeople.  I share some shocking statistics from a study published by Forrester Research: 60% of B2B Buyers prefer not to interact with…

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A Sales Pipeline Analogy - Blog Image for Shade's Mills Group

Having a sales pipeline should be a given for any sales representative and monitoring pipeline health should be an absolute for any sales manager.  It should be, but it seems it is not.  It reminds me of the old joke/adage, “the problem with common sense is that it is not that common!” I can still…

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Box of Donuts Selling is Over - Blog Image for Shade's Mills Group

Through years of working in business to business sales, many of these years as a sales representative and many out working with countless other sales representatives, I came across many sales representatives that considered themselves the relationship seller.  They were the route salesperson who would regularly check in with their customers, with ready access to…

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Why Don't Sales People Sell - Blog Image for Shade's Mills Group

It is strange how you gather a number of similar experiences and begin to sense a trend. For me, all of sudden I have encountered situations where sale representatives either do not like to sell or are not capable of selling! I will offer some thoughts but I would really like to receive some feedback…

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Your Next Move! Looking at Your Sales Department - Blog Image for Shade's Mills Group

The development of approaches around Business to Business (B2B) selling has continued to progress and has evolved in its concepts, strategies and practices. This sees closer alignment between sales and marketing with an emerging emphasis on content and digital marketing which in turn supports the shift from outbound to inbound selling.  Buyers are now very…

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A Thought Around LinkedIn - Blog Image for Shade's Mills Group

LinkedIn had long been viewed as a place to match up prospective employers and job seekers.  Perhaps that was once the case, but now it has also become a very active business community.  There are interest groups that match up like minded individuals in specific industries or on specific business topics. It has also become…

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