Gavin Knight

219 Added | 13 Magazines | 2 Likes | 16 Following | 2 Followers | @gavinknight | www.gavinknight.com

I met with the customer – now what?

Many times I have accompanied a salesperson to a customer meeting, most of which have gone quite well, meeting the needs of both the customer and<p>the …

Laughing and learning

I have just spent a week with a business in Port Moresby, Papua New Guinea.<p>The bulk of my brief was focused on working in workshop situations with …

Salespeople: Create customer opportunity plans

An activity which I take salespeople through as part of managing their customer base for both growth and retention, is to create an opportunity …

How to retain your top salespeople

Much has been shared regarding the importance of retaining high value customers, and how to go about achieving this as in my post of July 3rd (“3 …

Managing experts

I remember being told that veterinarians could only be managed by another veterinarian.<p>That an engineer could only be managed by another engineer.<p>You …

‘Grownup’ customer conversations

For every salesperson, the art and science of leading effective conversations is key to building relationships and achieving profitable business …

Leaders leverage conflict constructively

As a manager, especially as a new manager, how do you respond to conflict?<p>Not a stupid question because conflict is part of everyday life, and if you …

Salesperson: “I stopped talking and started listening!”

As part of the feedback from a group of salespeople reporting on what learning they were applying following a workshop, one person described …

How do you express frustration?

Of course there is a continuum, from crawling back into a cave, withdrawing, to openly and angrily venting.<p>Neither are constructive.<p>Crawling back …

“I’ve been so busy …”

“… I have gotten used to only eating one meal a day the last several weeks.”<p>“What?”<p>“It actually works quite well.”<p>“I had to as there has been so much …

Power and arrogance

A week or so back, State Parks in New Jersey were closed as a result of a funding issue.<p>However, while ordinary people could not access beach parks, …

How to reduce your verbal influence

There is an Australian sports commentator, highly respected, been in the game more than 35 years, who’s commentary is highly intelligent and …

It’s all about me, me …

Recently I stumbled across someone who is totally unaware of how his behaviour can be received by others.<p>He had visited the office of one of my …

The high cost of excuses

I had coffee with a one time client this morning.<p>He started in a sales management role with a new employer, a corporate, approximately 4 months back …

What if success turns out to not be what you want after all?

People strive to achieve success, believing this will make them happy.<p>Successful.<p>For many however, it seems that when they get to that point, they …

3 ways to lose a high value customer

When a business loses a high value customer and it is a surprise, there are definite issues, usually related to the following 3 areas.<p><b>1. You have too</b> …

“The whole world’s living in a digital dream”

Is there a slim chance that those who have grown up in a digital world just don’t know what they don’t know when it comes to face to face …

The ‘all-nighter’

The classic in projects in the past has been, under pressure of time, to throw more resource at a project to get things done.<p>Typically asking people …

Acknowledge me ….

This image has been doing the rounds of the internet in the last week or so.<p>I love it.<p>The sense of humour, but more importantly, the message pointing …

Risks in the ‘gig economy’

Of course there are the commonly accepted risks of not having ongoing work. Of experiencing unpaid downtimes.<p>However, there is also the risk of …

“I can’t sell. I’m an engineer”

“I didn’t do my engineering degree in order to become a salesperson.”<p>A challenge, I thought as I commenced the process of helping Becky develop both …

Do you recruit people just like yourself?

Number one rule possibly might be, “don’t hire people just like yourself”.<p>Well – not totally true.<p>If you possess strong focus and drive, yes, recruit …

A click is not a sale

Here’s the challenge for those companies wanting to sell B2B, and maximise their online presence.<p>They tend to measure clicks on their website as a …

Where’s the joy?

It’s game 2 of the 2017 NBA playoffs.<p>Steph Curry, last year’s unanimous MVP had been responsible for 8 turnovers in the first half.<p>Coach, Steve Kerr …

“I don’t want to be a manager”

“Thank you for the encouragement, but I have a young family, and want to spend as much time as I can with them.”<p>Joe works as an estimator and project …

He asked for a reference in the future!

Here’s a scenario for your consideration.<p>A client has been involved in an internal project in her business, which is being led by an external …

I was asked about my satisfaction level …

… before I had received the product I had ordered.<p>Now that’s the height of stupidity isn’t it? Or over eagerness. Or maybe they are doing it because …

Would you want to do business with these guys?

I repeatedly receive emails, many with confidential attachments, from an accounting firm addressed to a ‘tony’ at my email domain.<p>Eleven times now I …

Another source of re-work

“I took my notes, and I will make the changes to the document later!”<p>WHATTTTTTT??????<p>Seems dumb right. Especially when the document requiring changes …

Know me before you “sell” to me

I have been on LinkedIn since soon after the platform was established in late 2002.<p>I have watched it not only grow, but have benefitted from having …