In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Customers in control…
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It is well known that questions deliver answers. The real question in sales is ‘What questions deliver sales results?’ Asking questions and listening are at the heart of any effective…
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In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Breaking…
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It doesn't take much to sow the seeds of discontent in business today, and the potential for creating dysfunctional, “toxic” sales teams and culture is much easier than you think. There are…
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Are you aware that it is six (6) times more expensive to acquire a new client than it is to retain an existing client? Keeping clients onboard and engaged with…
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In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Delivering…
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The number one priority for any sales manager is to lead and drive the effective sales performance of their sales team. The only way a sales manager can achieve this…
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When it comes to sales productivity and sales performance many companies are shortchanging themselves and, unfairly blaming their salespeople for poor sales performance results. How can that be? Well too…
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Not every business needs a Key Accounts Management function or team but many more are finding they do. Why? In recent times we are witnessing a distinct shift to Key…
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In December 2012, like in the previous years, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. Throughout the year we will…
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