In December 2012, like in the previous years, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. Throughout the year we will…
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What are the Sales Management Essentials and how do we master them? Well firstly Sales management and leadership is not about selling! In fact when one examines the role of…
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Here’s a simple reality… Prospects and customers buy the salesperson first during every sales call – or they don’t buy at all. In any major sale, especially Business-to-Business (B2B) or…
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A prosperous life after elite sport is critically important to elite athletes as many of them have dedicated the best part of their lives (some into their 30’s) pursing excellence…
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Watch out for polarisation of sales strategies and sales teams as the middle ground begins to disappear in 2012. We will see leaders re-think their sales force structures and go-to-market…
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Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term…
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Most salespeople will be quick to tell you that their customers say what they care most about is product and price. It goes further. When salespeople lose out on a…
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Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they…
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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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Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand…
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