030: Increasing Sales & The ACE Method - with Richard Higham Part 2

In part two of this three-part series, we’re discussing the three levers of increasing performance in your sales team. Richard has extensive experience in this field and across the series he shares his 12 key strategic areas to consider in your business, as well as practical tools and hints to support your planning, process and performance.

 

KEY TAKEAWAYS:

• Sales people have three levers and this is described as the ACE method. Activity, concertation and effectiveness.

• 44% of sellers give up after the first no from a customer.

• There are, on average, 6.8 people involved in the typical buying decision in a 500 person company.

• Businesses should focus on raising the level of conversation from transactional to strategic. Make sure you’re talking to the right people.

 

BEST MOMENTS:

“I always used to say that changing effectiveness was the best way to change the sales result. I've moved on that over the last couple of years and probably the quickest and simplest way to change the sale results… is simply to change the levels of activity.’’

‘’Your contact points with existing clients and with prospective clients need to be well thought through to be able to add value, but they also need to be consistent regular contact points.’’

‘’…the aim was activity, but if we don't have the right concentration of effort, we're just running around like headless chickens. It's all random. Concentration and effort is all about focus.’’

 

RESOURCES:

SalesLevers website: https://www.saleslevers.com/

 

ABOUT THE HOST

Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.

If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly 

 

Website: https://bostontullis.co.uk/

Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation

 

ABOUT THE GUEST

Richard Higham is an Executive Director at SalesLevers; a business that enables companies to drive sales performance in a radically changing sales world.

Richard has over 25 years of experience in sales performance consulting. He has won, designed and led consulting and training projects with global banks, insurers and professional services firms across five continents. He has also worked on sales performance in sectors ranging from logistics to manufacturing.

Richard also teaches on the Dublin Institute of Technology’s Postgraduate Diploma in International Sales course and runs business development and leadership programmes for Cass Business School at the University of London.

LinkedIn: linkedin.com/in/richardhigham

Twitter: https://twitter.com/RichardHigham