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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Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young…
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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 “Going…
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We've talked long and hard about how sales people need to listen, listen, listen to the client. Not just hear but really listen to what is being said, how it…
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Have you ever sat through a pointless meeting and calculated how much of the company's money was being wasted on individuals sitting around a table completely zoned out? Sales meetings…
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