A few weeks ago I ran a webinar for SmartCompany on ‘How to clearly manage and measure your sales team’. During the webinar I was asked many…
A few weeks ago I ran a webinar for SmartCompany on ‘How to clearly manage and measure your sales team’. During the webinar I was asked many…
One of the biggest issues for sales people is knowing the right questions to ask customers. In our experience many people complai…
Whether we are working for a private or public company, a not-for-profit or government institution, all of us are in some way competing for …
Style adaptability is where a person can read another person’s preferred communication style and adjust their own communication style to tha…
Of all questions, this is the one that remains on the minds of sales leaders and executive teams. It is often the cause of more debate and…
Run a mental checklist over your client base right now. Who fits into the ‘good’ client list and who falls into the ‘bad’ client list? …
Sales numbers and sales processes should be understood and owned by everybody in your organisation. In today’s world if you are not directly…
Following on from last week’s article about managing and measuring the right things in sales, I thought it would be worth looking at some of…
Who wants to work with accountable, responsible and self-directed sales people? Of course we all want these types of sales people in every s…
I don’t know about you but recently I have found myself getting more and more distracted by the latest trends and fads, especially the socia…
You may recall that I recently wrote about an international study which reported that if sales managers were more frequently and better trai…
First of all what does CRM stand for? CRM = Customer Relationship Management. The concept of CRM has been around for a long time. The or…
