Category Archives: Sales Strategy

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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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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How to give your sales force a competitive advantage

Competitive Advantage

Which sales trends will most affect your business? How can you make the most of these changes? How can you steer your sales strategy to deliver sustainable results? How can you give your sales force a competitive advantage? These questions were posed at the inaugural 12 Sales Trends Annual Business Breakfast hosted by Barrett.  Focusing […]

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Industry Experience and Product Knowledge aren’t enough

same

As much as people want Sales to be considered a science the reality is that Sales has always combined a collection of facts with human judgments (or estimates). What this means is that there is no analytic approach that can single-handedly guarantee sales success. Result – Sales is likely to always be a mixture of […]

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What’s influencing your customers’ buying decisions?

shopping cart with question mark

Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are not. Factors such as bad experiences with retailers and intermediaries, mediocre service levels, the increasing number of competitors with similar products and brands, cheaper pricing […]

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So What Does Being Strategic Really Mean?

Hand drawing a game strategy

With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming ‘commoditised’,leaders and management are looking for an effective alternative. Everywhere you turn these days companies are (or want to be)’strategic‘. The challenge is, many business leaders and their management generally don’t say what […]

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Top 10 Tips when Negotiating

negotiation

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 the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can […]

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4 rules to best validate yourself with buyers

genuine

Ever been asked straight up at the beginning of a prospective client meeting, “So what do you do?” despite your sincere intention to ask questions of your prospective buyer rather than talk about yourself? I bet you have and I bet you found yourself on more than one occasion feeling somewhat uncomfortable because: a) You […]

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