Happy New Year to you all. I wonder if you took time off over the Christmas-New Year break and, like me, had a bit of trouble letting go initially and…
Do you sell one thing and one thing only? Probably not. I suspect your business has a range of things it can offer. And I suspect that many of these…
Terms such as Account Development, Account Management and Territory Management are often interchanged indiscriminately by many a sales people and managers thus creating confusion when it comes to sales planning,…
I don’t know about you, but I often find myself reflecting on a whole range of things in my life including my professional sales career and wondering at all the…
How many of us have been in business for a while and things have been going along smoothly, sales coming in, customers are happy. Then you notice that you are…
Ever had some customers who spend very little with you but take up enormous amounts of your time? Nothing’s ever right, they quibble about every cent and they do not…
I don’t know about you, but when markets start to tighten or when things feel a bit uncertain, instead of cost cutting and bunkering down, I have found that you…
Stop for a minute and reflect: What is your view of selling? Has your perception of sales changed over the years? Your answer is most likely ‘yes’ if you are…
What is the line between motivating sales staff and manipulating sales staff? How do you make sure you don’t go over the line and place people under extreme pressure to…
Sales is not for the faint hearted, nor is running your own business. For those of us who run our own businesses and/or have careers in sales or sales management,…
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