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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Do you experience difficulties asserting yourself with others in a sales context? Is maintaining positive relationships with clients so important to you that you are concerned these relationships may be…
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A good sales proposal demonstrates real value; a quote just offers a price. Many sales people are required to produce a proposal or quote after an initial meeting with a…
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There is an old saying "assume makes an ASS out of U and ME" and for good reason. Too often sales people find themselves jumping in too soon, offering premature…
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Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task…
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Do you have trouble introducing your clients to new products and services? Does their memory seem to spring back to what you used to do or your initial offering to…
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A good sales incentive plan rests on a fundamental set of design principles that reward the right behaviours, optimise sales effectiveness, and maximise the return on incentive dollars. Specifically, a…
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With this holiday period upon us, many of us take time to rest from the busyness of our daily work lives and spend time with the people we love the…
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With social networking sites and the plethora of online data available, 2011 presents us with better quality prospecting and more qualified prospects. 'Prospecting and Social Media' was voted as the…
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As this year comes to a close, I find myself reflecting on the last 16 years in my own business. A lot has changed, yes, but many things have remained…
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