For too long now sales has lived in the shadow of corporate and marketing strategies, but these tend to provide limited direction. They are usually too broad and generalised or…
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Why do we need Sales Superheroes? This question and its answer became evident at the inaugural 12 Sales Trends Annual Business Breakfast hosted by Barrett. Focusing on what to do…
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Every salesperson has a territory. Whether that “territory” is defined by geography or demography, horizontally or vertically in terms of market segmentation, or by product, sales people need to be…
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Much has been written about the role of salespeople. However, many of these “authorities” are professionals in disciplines that have (at best) only an indirect relationship – and that mainly…
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The value of sales coaching cannot be ignored. Various studies across the last 30+ years have demonstrated that regular coaching improves recall and retention of learning from sales classroom training…
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It doesn't take much to sow the seeds of discontent in business today, and the potential for creating dysfunctional, “toxic” sales teams and culture is much easier than you think. There are…
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When it comes to sales productivity and sales performance many companies are shortchanging themselves and, unfairly blaming their salespeople for poor sales performance results. How can that be? Well too…
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The scale of change in the last 100 years is vast. We have gone from the horse to the space shuttle; from Morse code to smartphones. It has been pointed…
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Have you ever asked your salespeople what your company's brand means? Chances are you will get different answers from different people - and chances are none of their answers will…
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When we employ salespeople we expect somehow that they will be selling nearly 100% of the time, however the truth is most salespeople are lucky if they get to sell…
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