Sales is integral to business. Without sales we don’t have a business. But running a sales operation, leading the sales effort and guiding and directing a sales team can be…
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A positive Case Study on managing change, pain and quick wins in line with a Long Term Strategy Human beings, by and large, are notorious for staying with what is…
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Guest author: Steve Hall Sales Trend 5 from the Barrett 12 Sales Trends Report for 2019 is about why ‘more’ isn’t ‘better’ when it comes to sales enablement technology. Sales…
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Someone has to do the selling or you don’t have a business. I have met many people over the years who have great ideas, skills, processes or inventions but hate…
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In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development,…
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My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and…
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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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Sales Trend 6 of Barrett’s 12 Sales Trends for 2018 is about the ‘human experience’ in businesses and sales. The terms Customer Experience and Customer Centric have been around for…
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One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting…
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Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell,…
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