Ever been asked straight up at the beginning of a prospective client meeting, "So what do you do?" despite your sincere intention to ask questions of your prospective buyer rather…
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What sales leader wouldn't like to see shortened sales cycles leading to more comprehensive deals with better margins? These are just some of the benefits of effective sales coaching. 'Make…
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The pundits (including Barrett) are always reminding sales executives of the need to plan. However, a major miscalculation made by many organisations is viewing their sales operations as purely tactical…
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Underperforming sales people plague sales managers and organisations in every industry sector. Over the decades business leaders have adopted an assortment of tactics to combat and address this issue, with…
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In December 2011 we published The 12 Sales Trends of 2012 and invited readers to vote on what they thought would be the most important trends in sales for this…
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It's an Olympic year and many of our elite athletes are rightly focusing their efforts on the London 2012 Olympic Games. There are a certain number of gold medals on…
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Companies spend billions each year on sales training, organisational development, leadership training and other efforts to ultimately boost sales results. Often this is a waste of money because nothing changes…
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This year I am celebrating 'Clarity' as my cornerstone in business. I believe Clarity is the most important idea in any business. Vision, strategy, purpose, product, plans, people and all…
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As we all come sailing in from the rather stormy seas of 2011 for a brief rest in a safe harbour we can chose to look back and reflect on…
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LinkedIn is about creating and nurturing relationships. It's a marvelous tool for researching and connecting with people and helps you forge genuine relationships based on substance and value. I've been…
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