Posts Posts by: "Tony Goodchild"

Last year I built a new sales tool to help sales people SELL MORE. I had worked in sales and seen sales people and partners struggle to cope with complex and technical product portfolios. So I built Sales Pitch Pro, a tool enabling sales people to have relevant customer conversations, understand customers pains, & turn…(Read More)

Team Training

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How many times have your whole team been sent on the same training course regardless of your individual strengths and weaknesses? A big hurdle facing sales managers is identifying where individuals need extra support. Many managers simply use the shape of the funnel or the latest sales figures to categorise people, but this only identifies…(Read More)

“You know, I think this meeting will be a waste of time,” the local sales partner told me. “I’m almost 100% sure the customer won’t want this product, you shouldn’t have bothered flying over.” Well, they had agreed to the meeting after we had emailed to ask if they had any interest…(Read More)

Every sales person recognises stories are important. The imagery of a story makes the customer more likely to remember you and your pitch, and it is easier to build a rapport with the more conversational style of communication. What I have found works as a great way to build customer rapport is to give the…(Read More)

It has been remarked on occasion that I am too honest to work in sales. As a pre-sales product specialist, I would gently correct salespeople who were being a bit “lax” with the facts of what our products could or could not do for the customer. In one specific case of exuberant honesty, I…(Read More)

During an international sales tour in 2006, I did something in a customer sales meeting that I had not ever done before. I fell asleep in my chair. During a sales presentation. The company’s VP Of International Sales and I had been on 2-week long tour, taking in various countries across Asia, then…(Read More)

In a previous career, I worked as a pre-sales product specialist, providing support to a sales team responsible for selling telecoms test & measurement products to telecoms companies and telecoms equipment manufacturers around the world. In theory, this meant that I would be called upon by members of the sales team who had identified…(Read More)

Research shows that 35-50% of sales go to the vendor that responds first. [Source: insidesales.com] When faced with a technical portfolio of products many sales people are simply unable to qualify a customer opportunity and position relevant products within their portfolio to meet the customer pains or business drivers. Instead, having identified a…(Read More)

Team Training

How many times have your whole team been sent on the same training course regardless of your individual strengths and weaknesses? A big hurdle facing…

Tony Goodchild
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Helping you listen

“You know, I think this meeting will be a waste of time,” the local sales partner told me. “I’m almost 100% sure the customer…

Tony Goodchild
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