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 “Customers in control…
Read More
It is well known that questions deliver answers. The real question in sales is ‘What questions deliver sales results?’ Asking questions and listening are at the heart of any effective…
Read More
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…
Read More
Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term…
Read More
When we employ salespeople we expect somehow that they will be selling nearly 100% of the time, however the truth is most salespeople are lucky if they get to sell…
Read More
It is five to ten times easier to keep a customer we have than to get a new one - so taking customer satisfaction and retention seriously should be serious…
Read More
Most sales managers know the basics about their sales team and the selling process used in their organisation. They know which salespeople are their top, mid and bottom range performers;…
Read More
Many sales people, especially those new to sales, often take it personally when a prospect says 'NO' and fail to persist with their prospecting efforts while others turn prospecting into…
Read More
Sales managers are being told to do more with less, to work smarter to get peak performance from their sales teams, despite increasingly limited resources. As tough as it is,…
Read More
Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are…
Read More
New Article Email Notification