Many businesses and their sales teams are finding that they -or more importantly what they offer- are being lumped into the same basket as their competitors with customers perceiving little…
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In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Delivering…
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'Procurement & Value Managed' was voted as the Number 8 for Sales Trends for 2011. In 2011 we are seeing the development, thinking and sophistication of the Procurement Profession accelerate.…
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In the 20th century the emphasis on B2B selling had a distinct aggressive ring to it. So much so, that you could walk down the halls of many businesses and…
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I recently had the pleasure of attending and speaking at the 6th CIPS Australasia Annual Conference for the procurement profession. It was my third invitation to speak at a CIPSA…
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Sustainable Selling was voted by you as the number 10 Sales Trend for 2010. With the green agenda comes Sustainable Selling. More and more questions are being asked by many…
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Many sales cultures are traditionally based on respect for authority, status and success, and encouraging competitive, challenging and achievement-oriented atmospheres. Although this is not true for all businesses, especially in…
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How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person - ably resourced with the…
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Culture Fit was voted by you as the number 6 Sales Trend for 2010. What is Culture Fit? Well the first place you are likely to hear about Culture Fit…
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Many of us actively recoil when we see the words 'Psychometric Assessments'. This may be due to fear of the unknown, seeing them as 'tests' or just tedious questionnaires. While…
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