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Conrad Humphreys helps Selling Sciences launch the Top Line Abundance Blueprint
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Thursday, December 05, 2002
Selling Sciences launches Top Line Abundance
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Saturday, November 30, 2002
Selling Sciences and the Route du Rhum
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Friday, November 08, 2002
Conrad Humphreys helps Selling Sciences launch the Top Line Abundance Blueprint
'Solo sailing is difficult, selling can be just as bad'
At the external launch yesterday of Top Line Abundance (TLA), a new service for software and services companies, Conrad Humphreys, the winner of the 2001 BT Global Challenge around the world yacht race, described his experience of selling and sailing.
In a workshop for the customers and staff of Selling Sciences, Conrad related his own recent solo sailing experience in the
rigorous Route du Rhum, the notorious single handed race won recently by Ellen MacArthur, to his experience of selling. And he likened the Atlantic storm that cost him his place at the finishing line to the economic storms blowing around the world, especially in the software and services sectors.
It seems to me, he said, that when the market wipes millions of dollars off the market capitalisation of well known software
nd service companies that investors are drawing their own conclusions about whether the Board are in control, about whether they will survive the storm. For me, it was my first solo race and I'll never stop learning. For the major players in the industry, they have had years of experience but they all seem to be employing the same strategy of making to the nearest port, however unsuitable; not a strategy that wins races.
'The experience of selling sponsorship of the races and our leadership development programmes is not dissimilar from being on my own in the middle of the Atlantic in 80 knot winds and 15 metre waves, without a mast. Except when I am sailing, even in the worst situations, I am in control.
Many a salesperson might feel they are not in control, but the victim of circumstance. And now those feelings have moved to the Boardroom. CEOs feel 'out of control', particularly when it comes to revenues. In effect control is (and always had been!) with buyers, they are just using it in a different way. Running against the tide of pundit advice to cut costs and batten down the hatches, Selling Sciences launched its new initiative, .... creating Top Line Abundance.
Top Line Abundance is something people in the ITC world dream of, said Martin Judd. When it was here in the boom times of a couple of years back, Executives and sales organisations took the credit in every sense. Now that there's a serious shortage of revenues they act like Teflon(r) Man, responsibility won't stick and everyone else is to blame.
Our experience with hundreds of sales teams and thousands of sellers over the last 12 years is that few of the Executives who
have been taking the credit have a real grasp of revenue creation, it just happens to them. Success and failure come as a surprise.
Top Line Abundance is a structured method for understanding revenue creation and determining the
real issue behind shortfalls: is it the economy or is it poor selling. And then choosing strategies to create plenty of revenues, plenty of pipeline and plenty of satisfied customers willing to buy again.
If you're curious about TLA and would like to know more please call! Conrad can be found on www.o6t.com
For more information contact Martin Judd:
+44 (0) 1491 6149620
Selling Sciences
PO Box 38
20 High Street
Watlington
Oxfordshire
OX49 5UX
martin.judd@sellingsciences.com
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