With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming 'commoditised',leaders and management are looking for an effective…
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For many start ups and small businesses having a full time sales manager in place is not a viable option. Firstly, there is usually no one to lead and manage…
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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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First of all what does CRM stand for? CRM = Customer Relationship Management. The concept of CRM has been around for a long time. The original form of CRM was…
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I find it somewhat frustrating when people make simplistic claims and statements about salespeople like: 'super sales performers are all risk takers and oblivious to rejection and failure'. Statements like…
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Now is the time to rethink your sales strategy and your sales force. Design the sales force your business needs and get great results. Tip: It's all in the thinking…
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Do you have the wrong sales team delivering your sales strategy? Ask yourself the follow the questions: How has your strategy and /or market place changed recently? How have you…
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Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without…
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As markets tighten and market competition increases, it becomes increasingly difficult for companies to achieve product differentiation in their market place. As such, businesses will find it harder and harder…
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I don't know about you, but when markets start to tighten or when things feel a bit uncertain, instead of cost cutting and bunkering down, I have found that you…
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