Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand…
Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into…
‘Educate and Facilitate’ was voted by our readers as the fourth most important sales trend in Barrett’s 2012 Sales Trends Report. With the 21st Century ‘selling’ not being about features…
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…
”Move over mass marketing welcome to fragmentation and segmentation” was voted by our readers as the third most important sales trend in Barrett’s 2012 Sales Trends Report. Market fragmentation and…
Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear ‘my people need to be able…
It’s an Olympic year and many of our elite athletes are rightly focusing their efforts on the London 2012 Olympic Games. There are a certain number of gold medals on…
There is an old saying “assume makes an ASS out of U and ME” and for good reason. Too often sales people find themselves jumping in too soon, offering premature…
‘Results not Solutions’ was voted as the Number 5 Sales Trends for 2011. If you’re business is about selling packaged or aggregated solutions you may be in for a rude…
Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task…
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