We have been exploring the increasing spate of businesses and sales people complaining about ‘price’ being their biggest issue when it comes to not closing enough sales. “Our prices are…
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'Educate and Facilitate' was voted by our readers as the fourth most important sales trend in Barrett's 2012 Sales Trends Report. With the 21st Century 'selling' not being about features…
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Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear 'my people need to be able…
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First of all what does CRM stand for? CRM = Customer Relationship Management. The concept of CRM has been around for a long time. The original form of CRM was…
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I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference (osf2009, site not exist anymore), along with over 120 high level sales leaders across Australia. I…
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Whada ya rates? 'Cos I'm a wholesaler and I can do better rates than them. I can look at your thingos and give you a better deal" This is an…
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'My sales people are not closing sales' is the most common complaint we hear. The biggest cause for people not being able to close sales it not the close itself.…
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Now is the time to rethink your sales strategy and your sales force. Design the sales force your business needs and get great results. Tip: It's all in the thinking…
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Do you have the wrong sales team delivering your sales strategy? Ask yourself the follow the questions: How has your strategy and /or market place changed recently? How have you…
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Take note: Lawyers, Accountants, Engineers, Marketing Consultants et al Professional Services Firms are struggling when it comes to keeping and finding business. This on top of the fact that many…
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