The prevalent way of measuring sales performance is a combination of KPIs. These include the obvious sales results, and a few others, like number of calls and meetings, new opportunities,…
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Selling is everybody’s business. Any organisation that wants better sales results need to start by recognising this. Selling has to be a whole business focus. Every person in a business…
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‘He who hesitates is lost’ is a saying I have chosen to kick off this topic. Why? Over 50 years of empirical research into sales success shows that people who…
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Every business wants better sales performance from their salespeople and to have happy, loyal clients. If you look at the overwhelming content online about sales problems and issues, it focuses…
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I want you to imagine a field sales team of 20 B2B salespeople, each of whom has their own well-defined sales territory (it could be industry-based or geographical, doesn’t matter)…
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Updated: February 2023 Case Study – Multinational Client B2B team In February 2020 - before many of us knew we were not going to be able to work in…
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Everybody lives by selling something Within a business, this means that everybody needs to be an ambassador for our organisation. There needs to be recognition that everyone is in one…
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It’s that time of the year again when businesses start budgeting for the next financial year, and with that many wonder how much they should spend in sales training. Of…
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Australia's Covid-safe future is weeks away now. Have you prepared the roadmap for your organisation, and particularly for your sales and customer facing teams? We still come across business leaders…
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Prospecting is the function and ability to ignite opportunities with new and existing clients, new markets, within communities. Prospecting opens many doors if we are prepared to do it -…
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