This post has been inspired by my colleague, Ben Shute, who I work arm in arm with bridging the divide between sales and procurement. He wrote about the Holy Trinity…
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What should I be looking for in a good sales recruit? This is a vexing question for many sales and business leaders. And some of the answers we still hear…
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By guest writer Jens Hartmann, Head of L&D, Barrett Driving away customers Have you ever come across a salesperson making assumptions about you, your needs and expectations, or your experience?…
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Another week goes by and another dozen stories of businesses discounting prices (or being asked to do so by their prospects or clients) appear. This week we heard about a…
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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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Whether we are a salesperson or not, there are times in our daily lives when knowing how to sell well turns often awkward situations into positive outcomes for everyone. We…
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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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We are regularly asked by sales managers to provide negotiation skills training for their salespeople. However, after talking with them about their team’s situation and development priorities, it is quite…
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We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally…
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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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