This sales trend is all about the radical shift in the sales mindset that currently is underway in organisations as prophesised by The Cluetrain Manifesto 15 years ago. A slow…
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Today’s article is a bit of a rant I have to admit. I wrote the text below after one of those phone calls I receive, and as you may tell,…
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Creating a viable, healthy, fit, and robust sales team and supporting culture takes effort, consistent effort. It doesn't happen by chance. We have to be able to hold in our…
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As 2013 comes to a close we firstly wanted to thank all our loyal readers for their continued support of our work. We also thought you would like to get…
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Have you ever wondered just how many sales methodologies are out there and which ones work and which ones don’t? Maybe you haven’t given much conscious thought to this subject…
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What is a Point Solution? A point solution solves one particular problem without regard to related issues. Point solutions are usually called for when there is a need to fix…
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As with many things these days, words or expressions get bandied about with little regard for what they really mean. For instance, when we ask people how they define ‘Prospecting’,…
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It doesn't take much to sow the seeds of discontent in business today, and the potential for creating dysfunctional, “toxic” sales teams and culture is much easier than you think. There are…
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Are you aware that it is six (6) times more expensive to acquire a new client than it is to retain an existing client? Keeping clients onboard and engaged with…
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When it comes to sales productivity and sales performance many companies are shortchanging themselves and, unfairly blaming their salespeople for poor sales performance results. How can that be? Well too…
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