Clive Miller Articles

Guest post by: Clive Miller
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The New Sales Sense is Digital – Sales Training Must Keep Up

There is a buyer’s paradigm shift taking place. It is sweeping away many sales preconceptions and norms. The furore over the social media opportunity is merely a forewarning of greater change. The Retail world is already grappling with the early effects of what will be looked back on as a titanic revolutionary shift in the way people make decisions and the part sales people play in the buying process.

What Makes an Extraordinary Business Consultant?

So many now seek to serve in the capacity of an independent contributor to business success. 'Business Consultant' is a generic title. Most specialise and tighten their title to reflect their specialisation, yet there are some common skills essential to all consultants who set out to make something better.

Classroom Sales Training Demise Rumour Debunked

Many sales people work very hard yet apparently less than 50% achieve their sales target. Some might say this is testament to the failure of sales training. This is patently not the case and here are the reasons why.

Nine things to do that will give you more time

Sweeping strategies make a difference. Adopt the right approach to managing time and forget about the discipline. This is not just another time management article. There are some high level strategies that I know from personal experience lead to a greater sense of control. Read on and seize the initiative in your world.

Twelve Steps to Business or Sales Team Health

They read your watch and tell you the time. Consultants certainly do this. It is a valuable service because we get too bound up in our own operations and lose the ability to read our own watch! In the next several paragraphs I will share the parameters we examine to answer the question, ‘Is this sales and marketing operation in good order?’ You may be responsible for an entire business, a division, department, or only your own sales territory. You can still make use of this list to read your own watch.

No more Sales Hiring Mistakes

A sales hiring mistake costs more than most sales managers care to contemplate. Apart from the loss of good will and the expenses associated with replacement, there is the missed opportunity cost. There is no way to recover the sales that the right sales person would have made. Read on for ideas, tips, and reliable ways to eliminate or minimise sales hiring mistakes.

How to Get Referrals from People you Don't Know

It is a small world. Each of us can reach anyone in the world (all six billion souls) through a maximum of six other people. The six degrees of separation has been widely publicised and talked about. A scientific study demonstrated the truth of it. By way of letters, researchers asked people to forward a polite request to whoever amongst their contacts was most likely to know a particular person. They found they were able to get a message through to randomly selected people via only a few links. The calculated maximum distance between any two people in the world is 5.5, in terms of the number of people it will take to pass on a message. Read this article to learn more about ways to leverage this astonishing information to get in touch with hard to reach people.

Build Trust Fast

Being trustworthy is not enough. Sales people must first overcome the stereotype.

Micro Articles

Say more with fewer words. As T. S. Elliot put it, “If I had more time, I would have written a shorter letter” Take the time to be brief. Less than 30 seconds is the target read time for micro articles that communicate meaningful messages in 120 words or less.

Just Like Magic

The great thing about being in sales is that we all have an opportunity to raise our game, increase our success, and reap the short-term rewards of our efforts. All we have to do to sell more is to work a little harder or think a little smarter, or get a little luckier. Alternatively, try a little magic.

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About the Author: Clive Miller

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Communicating ideas and achieving sales targets has been the focus of Clive’s working life for thirty years. During his time in sales, he sold a wide range of products, solutions, and services in the IT industry. As Managing Partner of SalesSense, he continues training and consulting services. In addition, he is the author of most SalesSense training material and writes about selling for magazines and newsletters. More information is available at www.salessense.co.uk and www.clivemiller.com
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More from Clive Miller
The New Sales Sense is Digital Sales Training Must Keep Up
What Makes an Extraordinary Business Consultant
No more Sales Hiring Mistakes
Unblock your Sales Genius
Selling in a Downturn

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