Mastering Commercial Awareness: Essential Skills for B2B Sales Reset Success

Hello Reader,

I hope you and your team have had a successful week!

Next week, the theme for your team member’s Daily Sales Reset emails and videos will be Commercial Awareness. During the week, we will look together at these five key topics:

1. Profitability

2. Value, Price and Discounts

3. Cashflow

4. Non-Standard Products and Delivery

5. Risk Management - No Surprises 

In each of the topics, I will briefly introduce the main ideas and implications for salespeople who are working with Sales Reset priorities. I will then make some recommendations to practice and improve.

Daily Topics Next Week

Monday

• Profitability - Why are strong gross margins and profits for your company also good for your customers?

Tuesday

• Value, Price and Discounts - Understanding the crucial differences between value, price and discounts to achieve required profits.

Wednesday

• Cashflow - Why cashflow is so important for businesses, and what salespeople can do to improve cash flow.

Thursday

• Non-Standard Products, Services and Delivery - What are the implications of salespeople selling products, services, and delivery outside normal specifications?

Friday

• Managing Risk: No Surprises - What are the commercial benefits of no surprises, and what can salespeople do to manage risk and expectations?

Saturday

• It's time to celebrate your progress and relax!

• Your team members are prompted to reflect on what they learned and improved in the previous week.

Sunday

• Introduce the theme of what to expect in Daily Sales Reset emails in the following week.

Daily Sales Reset

If they haven’t subscribed already, I strongly encourage you to ask all of your team members to subscribe to my Daily Sales Reset emails.

If they subscribe, every day from Monday to Friday, your team members will receive my daily email with the following:

• An introduction to the sales training topic for each day

• One single thing they can practice

• Suggestions about how they can work with you as a coach to help them make progress with the topic of the day and accelerate their progress.

On Saturdays, if they choose to open the email, they will receive a summary of the topics from the week and an invitation to reflect on how their selling skills and results improved during the week.

On Sundays, if they choose to open the email, they will see a summary of what to expect in the coming week.

I hope that you have a great weekend!