When the coronavirus pandemic took hold of the world in early 2020 it was nearly impossible to imagine the effect it was going to have in our lives and how…
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Will selling remotely become the norm post COVID-19 for B2B and Complex B2C field sales teams? The early signs say ‘yes’, but let’s take a closer look at what’s happening.…
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I’ve been around long enough to have lived and worked through major recessions, financial crises i.e. GFC, and general downturns in business and survived, if not thrived during these times.…
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What is the correct title for a salesperson’s role? What should I call myself? This is a contentious issue… And a question we get asked frequently. The answer will depend…
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I recently read a research paper from the US market that stated more and more sales teams are relying on renewals in revenue from their existing accounts which is giving…
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Do other people stand to gain from your sales tactics and actions? Do your sales tactics and actions have a positive influence on your own and others’ well-being and self-esteem?…
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I like to keep on top of what is current, what is emerging, and what is still an idea. This is why I make time each week to do research…
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How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is…
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Investing quality time with prospects delivers better margins and displaces your competitors. One of the time-tested methods for surviving a tough or slow economy is to home in on prospects…
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Salespeople who complain about price as a barrier need to wear bicycle helmets. As a salesperson, the next time you feel you are losing deals because of price, take your…
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