Every salesperson has a territory. Whether that “territory” is defined by geography or demography, horizontally or vertically in terms of market segmentation, or by product, sales people need to be…
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So you have the title ‘Key Account Manager’ and you are responsible for one or two ‘Key Accounts’. With the best of intentions you seek to establish shared goals and…
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Since 2009 we have been publishing our Annual 12 Sales Trends reports. It has been very interesting to see the speed at which these trends are taking hold and becoming…
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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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Last week I received a call from a woman (let’s call her Tracy for the purpose of this article) desperately seeking help on how to sell. Tracy had been in…
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Much has been written about the role of salespeople. However, many of these “authorities” are professionals in disciplines that have (at best) only an indirect relationship – and that mainly…
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I have been prospecting for new business on a regular and consistent basis since 1985. For my team and prospecting is a way of life. We could never have developed…
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The value of sales coaching cannot be ignored. Various studies across the last 30+ years have demonstrated that regular coaching improves recall and retention of learning from sales classroom training…
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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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If any business is going to thrive in the 21st century it’s vital that we all have a clear understanding of how Sales and Marketing can work effectively together in…
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