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Harry Hayden Articles

Written by: Harry Hayden

Towards More Reliable B2B Sales Forecasting And A Better Business to Business Sales Strategy - Click To Read Article
Why do so many sales forecasts bear a closer resemblance to great works of fiction than to reality? Why do “top opportunities” regularly slip and slide from month to month and then often disappear altogether? An erratic B2B sales forecast is a joint symptom of poor qualification and an inadequate business to business sales strategy resulting in a failure to get close enough to the key influencers or decision makers that can actually make things happen.

Compelling Business Vision Statements – Key to Sustained Business Growth - Click To Read Article
If you don't know where you are heading, how can the choices you make along the way help to get you there? The value in knowing your destination (big picture vision) is that you can make specific choices to lead you there and ensure all significant business activity contributes to your vision achievement.

Intuitive Decision Making - Click To Read Article
Good decisions, bad decisions, indecision, procrastination – we see them all in business on a regular basis. Making good business decisions is about consistently doing the right thing for the business at the right time. Put it like that and it sounds simple – if only it were!

Sales Incentive Plans Drive Sales Behaviours - Click To Read Article
The behaviours of successful salespeople are considerably influenced by their incentive plans. This is reality and any salesperson claiming that they are not materially motivated is suspect. A salesperson with no desire for additional material gain is extremely unlikely to perform for your business.

The Mind of the Customer - Click To Read Article
Providers of key business or mission critical solutions must engage and connect with their customers on a higher level. A standard supplier relationship will simply not generate or sustain that vital degree of trust.

Leadership for Growth - Click To Read Article
How many companies are letting their business stagnate through a proliferation of poor management practices and a lack of effective leadership at multiple levels? Possibly a sensitive and controversial question, however one that may still warrant some answers.

High Performance Sales Leadership - Click To Read Article
In sales, whether to lead or not to lead that is the question (all apologies to Shakespeare here). Or to put it another way, whether to lead or to manage in order to drive the required business results. There is no simple right answer to this apparently simple question.

Forecasting Fiction or Reality? - Click To Read Article
Why do so many sales forecasts bear a closer resemblance to great works of fiction than to reality? Why do “top opportunities” slip and slide from month to month and all too often disappear altogether?

Driving B2B Sales Performance Improvement - Click To Read Article
Why do so many business providers struggle to reach their growth potential? Why when there is real market need for their quality business solutions and services do they find it so difficult to gain market traction?

Attitude is Everything in Sales - Click To Read Article
Well perhaps not quite everything, however attitude in my opinion counts for a lot more than “been there and done it” does. Give me someone with the right attitude and aptitude for the job and experience is often a bonus – the icing on the cake, rather than a prerequisite.

A Time To Sell? - Click To Read Article
A look behind the scenes of major buying decisions to identify what differentiates the more successful sales approach from the less effective. Do sales of business critical solutions require smarter methods?





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