We took time out to talk about why our clients keep coming back to us …

Having worked with clients in the Oil and Gas sector over the past 20 years I know the current ‘cycle’ is different to those we’ve experienced previously.  Businesses working across the supply chain are under considerable pressure and indeed many have had to implement cost cutting measures to ensure business continuity.  Even if your business is not directly servicing the oil and gas market, it’s possible you are still subject to the effects of the current market conditions.

With these conditions in mind, conversations with our clients and broader network over the past few months have centered around the need to compete more effectively to win business and grow market share.  This has highlighted that there is little doubt we are now in a new reality where anything but sales excellence simply is not going to cut it.  This typically raises a few questions: Continue Reading

I met with a client this week who are looking for ways in which to improve sales effectiveness.  One of the areas which came up in discussion was ‘how to motivate the sales team’. I always wonder about this one – it’s not the first time I’ve been asked about it and I’m sure it won’t be the last. The thing is I’m not an organisational psychologist so it’s not really my bag. There are other professionals who specialise in this area that are eminently more qualified to help.

However, I do have a view on this and it is based on one thing that I do know about – and that’s salespeople. To my mind great salespeople don’t need to be given motivation. In my experience they are very highly self-motivated and have much higher standards for themselves than you could ever hope of them. Continue Reading

With pressures from the current low oil price continuing to bite, costs can only be cut so much, but to move forward and emerge stronger Oil and Gas service companies need to improve their sales performance.

Many businesses across the oil & gas sector are struggling with order books that are worryingly sparse.  However, the current climate is also creating opportunities for smaller, more nimble organisations that can adapt and innovate more rapidly to changing market dynamics. Continue Reading