Not every business needs a Key Accounts Management function or team but many more are finding they do. Why? In recent times we are witnessing a distinct shift to Key…
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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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Are companies taking longer to make buying decisions or does it come down to impatience on the part of the B2B sales person, in a hurry to reach their sales…
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Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results - the Outcomes. Managing by…
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Budgeting and developing strategy for 2011 should be near the top of your 'to-do' list right now or be bedded down already. People complain about being too busy and never…
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Playing "catch up" is a common challenge for organisations of all sizes. Whether you have enjoyed a period of rapid growth and prosperity, or encountered some unexpected obstacles or losses,…
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How much do you actually sell? How profitable are your sales? How accurately can you forecast your sales results? How many 'returns' do you receive? How often do you need…
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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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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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If you haven't already it may be worth your while to hold a formal review and business/sales strategy planning session with your team before the new financial year kicks in.…
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