You might be taken aback by the sexist nature of the title of this article. However, if you take into account that this title comes from a …
You might be taken aback by the sexist nature of the title of this article. However, if you take into account that this title comes from a …
How to shift the conversation from price to value
In last week’s post we talked about how — given every business executive is a consu…
This is the fifth sales trend from our 12 Sales Trends for 2017 report.
The proliferation of internet-based sales channels that offer eve…
The third sales trend from our 12 Sales Trends for 2017 report is mapping the buying-selling-delivery process.
If you want your sales tea…
Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ in the hope t…
Do you frequently discount to win business? Does your brand seem to matter less to customers today? It’s no wonder. Customers can do a Goo…
Over 10 years of research and insights generated from working closely with market leading organisations and thousands of salespeople has…
It has been a long-held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good…
What happens when we have so much information that it is impossible to even decide what to read? We constantly check our phones, computer…
Political jostling, ego battles and inconsistency. Start today, change direction tomorrow. Stakeholders shifting and relationships sliding s…
Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to ach…
Sales is a centuries old game, but there are some simple tactics which are often forgotten and could see your business keep ahead of the bal…
