As the world responds to contain the COVID-19 disease, we want to make sure that your and our teams stay safe so we are adjusting our commitments and activities in…
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Less Is More when it comes to doing good strategy, sales planning and market segmentation. As Michael Porter, Professor and 'Father' of Competitive Strategy (Harvard Business School), says: The essence…
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Being organised makes good dollars and cents. To be on track with your sales quota you need to be organised, have a plan you stick to, and use a system…
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Every salesperson has a territory. Whether that “territory” is defined by geography or demography, horizontally or vertically in terms of market segmentation, or by product, sales people need to be…
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The pundits (including Barrett) are always reminding sales executives of the need to plan. However, a major miscalculation made by many organisations is viewing their sales operations as purely tactical…
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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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These turbulent, challenging and sometimes volatile times we find ourselves living in are making many of us rethink how we do business, how we live our lives and how we…
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When we meet with leaders to discuss their sales challenges in achieving sales effectiveness we find that the source of their problems often stem from three key areas: sales planning,…
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If you or anyone in your team is struggling to open a client meeting effectively or if you feel awkward and lost for words, and your client or prospect is…
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How many of your sales people are thinking about a career move right now? How many of them have come back from their holiday break wondering if they are in…
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