Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view…
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''Move over mass marketing welcome to fragmentation and segmentation" was voted by our readers as the third most important sales trend in Barrett's 2012 Sales Trends Report. Market fragmentation and…
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Listen or thy tongue will keep thee deaf... - Native American Proverb How long do we actually listen to another person before we start interrupting? How quickly do our own…
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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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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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'Getting Personal' was voted as the Number 12 Sales Trends for 2011. Despite the advances in technology and the rise of the Internet, customers still want personal and single contact…
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'The New Sharing' was voted as the Number 11 Sales Trends for 2011. Just think, it was a milestone to have a shared calendar! Well, think again. We've come a…
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Are companies taking longer to make buying decisions or does it come down to impatience on the part of the B2B sales person, in a hurry to reach their sales…
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A good sales proposal demonstrates real value; a quote just offers a price. Many sales people are required to produce a proposal or quote after an initial meeting with a…
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