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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Are you paying your salespeople enough to enable them to focus on selling and not worry about where their next paycheck is coming from? Because if salespeople are constantly worrying…
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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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I was impressed by a brief but excellent ABC News Video on the impact of social media on a business’ reputation and brand, especially when things go wrong and that…
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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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The term 'Sales Enablement' has emerged in recent times as a hot topic in the world of sales, however it can have as many interpretations as there are sales teams…
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The 8th August 2012 was a milestone for Professional Salespeople around Australia: until that day there had been no officially recognised benchmark for professional selling at tertiary level. Whereas Finance,…
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Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Great sales people like great athletes…
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Most sales managers know the basics about their sales team and the selling process used in their organisation. They know which salespeople are their top, mid and bottom range performers;…
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What will sales teams look like over the next 5-10 years? How will we sell to and service our clients? Will our businesses actually require field sales representatives as all?…
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