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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In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Delivering…
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The number one priority for any sales manager is to lead and drive the effective sales performance of their sales team. The only way a sales manager can achieve this…
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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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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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