'CRM as a business strategy' was voted as the Number 6 Sales Trends for 2011. Looking at your Customer Relationship Management systems (CRM's) as a piece of software? Think again.…
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It didn't surprise me one little bit when I read an article in the Australian Financial Review on 9 June 2011, titled 'Big Banks deluded about small business'. The article…
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Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results - the Outcomes. Managing by…
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'Results not Solutions' was voted as the Number 5 Sales Trends for 2011. If you're business is about selling packaged or aggregated solutions you may be in for a rude…
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Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task…
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The world of selling is transforming before our eyes and there are many lessons for the taking. The latest focus is on the emergence of social media and the internet…
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'Should I sell and distribute my own products or another company's products?' This is the question I really needed to answer back in 1995 and should have answered by 1999…
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Do you have trouble introducing your clients to new products and services? Does their memory seem to spring back to what you used to do or your initial offering to…
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A good sales incentive plan rests on a fundamental set of design principles that reward the right behaviours, optimise sales effectiveness, and maximise the return on incentive dollars. Specifically, a…
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With this holiday period upon us, many of us take time to rest from the busyness of our daily work lives and spend time with the people we love the…
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