Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly…
Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you have been post the call? Making…
Today, many clients whether they are B2B (business) or B2C (consumer) are looking to save money. Why? Times are uncertain, markets and demographics are shifting, there is a wide variety…
Sales Trend 6 from the Barrett 12 Sales Trends for 2016 Report is ‘The Sales Curator™’. A new sales capability is required in this information overloaded world. No longer are…
Every business needs to prospect for new clients and customers, even non salespeople often need to reignite past business relationships and form new ones, internally or externally. You don’t need…
One size does not fit all when it comes to building the right type of sales force for what you are selling; yet many professionals treat selling as a homogeneous…
This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our…
How persuasive are you? Persuasiveness is the power to induce the taking of a course of action or the embracing of a point of view by means of argument or…
Recently, I met a very impressive young Sales Manager. Let’s call him Sam. Sam knew his sales stuff. He knew what to look for when it came to accurate reporting…
Sales Trend 5 of our Sales Trends Report for 2015 is about the new accountability is holistic learning. Learning and Development (L&D) across the board, and especially in sales, has…
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