Jim Collins (author of “Good to Great: Why Some Companies Make the Leap...and Others Don't”) stimulates a thought that many sales managers should be asking themselves right now: “What makes…
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Whilst many salespeople complain of their frustrations with getting an initial appointment with new prospects, it’s the next step – converting these initial buyer-seller conversations into a presentation opportunity –…
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Recently, I met a very impressive young Sales Manager. Let’s call him Sam. Sam knew his sales stuff. He knew what to look for when it came to accurate reporting…
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Salespeople everywhere are faced with demands to meet increasingly high quotas in the face of growing market complexity and relentless financial pressure. There is also more competitors with Me2 products…
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What if we aimed to sell better instead of focusing on only selling more? At risk of giving every sales manager and business leader a coronary with this question, especially…
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As we get close to our celebration of 20 years in business we thought we would share with you the most common and critical sales problems that are affecting sales…
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Creating a viable, healthy, fit, and robust sales team and supporting culture takes effort, consistent effort. It doesn't happen by chance. We have to be able to hold in our…
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Yes, the world of business and especially B2B selling is getting more complex every day. Buyers’ decision making processes, especially on larger deals, are taking longer, up to 20% longer…
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The first objective of effective sales training and coaching is to help us, salespeople, become aware of any bad habits we may have developed over time. The next objective is…
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How does one go about building a high performance sales unit? What does a high performance sales person actually look like? What needs to be in place for high performance…
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