Category Archives: Education in Sales

Are you serious?

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Today’s article is a bit of a rant I have to admit. I wrote the text below after one of those phone calls I receive, and as you may tell, I was a bit upset afterwards. Bear with me though, I’m sure you’ll see the point I’m trying to make. Have you ever considered how […]

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The 7 benefits of Online Sales Training

online sales training

Have you ever tried online sales training? Why not try this complimentary Sales Essentials Module – ethics, philosophy and history of selling? Why? Because the world of sales education and training is evolving and online sales training is starting to take hold. Whilst classroom training will always have its place, here are 7 reasons you […]

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Work your sales activity year to achieve your financial year target

Search Results Images for a year from now you may haveReport images More images for a year from now you may have A year from now you may wish you had started today

Everyone has a sales cycle – this is defined as the average time it takes you to identify and ignite a viable sales opportunity through to closing the sale. Taking immediate transactional sales out of the equation –like buying something on the spot– a sales cycle can vary from industry to industry and can be […]

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Sales Trend 5 – The move to Micro Sales Segmentation

micro sales segmentation

Since 2009 we have been publishing our Annual 12 Sales Trends reports. It has been very interesting to see the speed at which these trends are taking hold and becoming the new normal in business. Here is the fifth Sales Trend for 2014 – The Move to Micro Sales Segmentation. In 2014 sales teams are […]

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Sales Trend 4 – Sales Training Methodologies are changing

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The fourth Sales Trend for 2014 is Sales Training Methodologies are going to change. Sales training as we know it is not going to disappear. As the market becomes more complex and competition more virulent salespeople will need more, not less training. But they will also have less time to be trained. These two forces […]

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How to keep your sales wheels turning

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Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. However, many sales people unfortunately adopt the approach that it is […]

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Prioritising Your Prospective Buyers

prioritising-your-prospective-buyers

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 able to prioritise their prospects and their prospecting activities and efforts. We only have a finite time everyday to find and make sales.  If we […]

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Sales Trend 1: Sales Management will look to drive costs out of sales

drive-costs-out-off-sales

Since 2009 we have been publishing our Annual 12 Sales Trends reports. It has been very interesting to see the speed at which these trends are taking hold and becoming the new normal in business.  For instance, when reviewing the 12 Sales Trends for 2013 you can see hard evidence of these trends in mainstream […]

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12 Sales Trends for 2014 – The Thinking Sales Organisation

sales-trends-2014

As 2013 comes to a close we firstly wanted to thank all our loyal readers for their continued support of our work. We also thought you would like to get a sneak peek of our Annual 12 Sales Trends Report for 2014. With the unprecedented changes we are experiencing as a result of the digital […]

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