What is a Point Solution? A point solution solves one particular problem without regard to related issues. Point solutions are usually called for when there is a need to fix…
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‘Selling is a numbers game’ has been said more times than any of us care to remember. And yes, numbers are critical to sales, however some organisations place far too…
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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 “Customers in control…
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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…
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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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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…
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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…
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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…
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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;…
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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…
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