Category Archives: Business Acumen

What we cannot control in sales

what-we-cannot-control-in-sales

Last week we talked about what we can control and influence in sales, especially in uncertain times.  This week is looking at what we cannot control in sales and how to learn to live with it.  What (and who) we cannot control Let’s face it, we operate in a complex world where many things are […]

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Why we need Sales Superheroes

sales-superheroes

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 in light of the 12 Sales Trends for 2014 – The Thinking Sales Organisation, business and sales leaders from a wide range of industries gathered […]

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The History of Sales Methodologies

history-of-sales-methologies

Have you ever wondered just how many sales methodologies are out there and which ones work and which ones don’t? Maybe you haven’t given much conscious thought to this subject but then again maybe you have.  Either way, if you are in sales or run a sales team or business and want to be more […]

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7 differences between Sales and Marketing

Sales & Marketing business signpost

If any business is going to thrive in the 21st century it’s vital that we all have a clear understanding of how Sales and Marketing can work effectively together in our businesses. For too long, there have been unfruitful turf wars between sales and marketing teams. For too long, too many people have been fooled […]

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Why addressing Risk is 3 times more important than the benefits

addressing-risks-moving-forward

Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Sales people often focus on why the benefits are important to our clients and how our client will be better off if they buy from us, etc.  This has been the mainstay of sales […]

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Selling Professional Services

hands-shaking

This article first appeared on June 12, 2013 on BRW Professional services providers face a challenge that many within the sector are struggling to come to terms with. For centuries the sector – comprising doctors, lawyers, accountants engineers and the like – enjoyed a somewhat exalted position in society. Ignorance among the general populace, fuelled […]

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Delivering Real Value beyond Product & Price

customer-relationship

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 Real Value beyond product and price”. For many years most of a product’s value came from the production processes that converted raw material into useful […]

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