Which sales trends will most affect your business? How can you make the most of these changes? How can you steer your sales strategy to deliver sustainable results? How can…
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You’ve no doubt heard again and again that your customers are valuable to your business. But do you know just how valuable they are? Can you define how profitable each…
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Sales is the life blood of any business - without customers, members, supporters, patrons and the like, organisations cannot exist. Sales & Marketing's sole focus is to attract and retain…
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As much as people want Sales to be considered a science the reality is that Sales has always combined a collection of facts with human judgments (or estimates). What this…
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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…
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With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming 'commoditised',leaders and management are looking for an effective…
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Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view…
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Ever been asked straight up at the beginning of a prospective client meeting, "So what do you do?" despite your sincere intention to ask questions of your prospective buyer rather…
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The pundits (including Barrett) are always reminding sales executives of the need to plan. However, a major miscalculation made by many organisations is viewing their sales operations as purely tactical…
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The other week I ran a webinar for SmartCompany.com.au on "How to clearly manage and measure your sales team". During the webinar I was asked many questions, one of which…
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