Is your sales strategy and projected sales growth built on a house of cards? For many start-ups this is the case. Their initial sales growth often comes off the back…
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Understandably everyone wants to save money, especially in these times, however we need to be aware of falling victim to false economy. False Economy is an expression that refers to…
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'Everybody lives by selling something' was the trend, in our 12 Sales Trends for 2010, voted as second most important for businesses in 2010. It is a very significant trend…
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In December 2009 we published The 12 Sales Trends of 2010 and invited readers to vote on what they thought are the most important trends in sales. Thank you to…
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The other week I ran a webinar for SmartCompany.com.au on "How to clearly manage and measure your sales team". During the webinar I was asked many questions, one of which…
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Sales numbers and sales processes should be understood and owned by everybody in your organisation. In today's world if you are not directly in sales you are supporting someone who…
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Following on from last week's article about managing and measuring the right things in sales, I thought it would be worth looking at some of the key principles for effective…
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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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It may surprise you to discover that many Sales Managers learn how to be a Manager on their own. According to the latest international study on Sales Training and Sales…
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Sound familiar? A 'good', maybe even 'great', salesperson is recruited and hits the ground running, kicking sales goals in the new role, however within a short space of time they…
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