How does one go about building a high performance sales unit? What does a high performance sales person actually look like? What needs to be in place for high performance…
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Every salesperson has a territory. Whether that “territory” is defined by geography or demography, horizontally or vertically in terms of market segmentation, or by product, sales people need to be…
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The second Sales Trend for 2014 is ‘Telesales will have to make dramatic changes’. In-bound and out-bound telesales and call centre operations have traditionally focused on the uncomplicated sale of…
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If you look up ‘Noisy Call Centres’ on the web you will find a lot of information about the welfare of call centre staff. Often working in open plan office…
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So you have the title ‘Key Account Manager’ and you are responsible for one or two ‘Key Accounts’. With the best of intentions you seek to establish shared goals and…
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Since 2009 we have been publishing our Annual 12 Sales Trends reports. It has been very interesting to see the speed at which these trends are taking hold and becoming…
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Do you feel ashamed of being called a salesperson? Are you aware that your view of selling (the way you think and feel about it) can affect your success or…
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What is the correct title for a salesperson’s role? What should I call myself? This is a contentious issue… And a question we get asked frequently. The answer will depend…
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Do you often find yourself torn between meeting the needs of your manager, the desires of your customers and the requirements of your role? If you answered ‘yes’, you’re not…
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I have previously written about ‘putting yourself in another’s shoes’, however, I have never written about actual shoes before. In this post I wanted to raise awareness about our attire,…
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