Sales Trend 8 of Barrett’s 12 Sales Trends for 2015 is about “neuroselling”. Recently, there has been a shift from economic models to emotion-based or psychological models of selling. The…
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Jim Collins (author of “Good to Great: Why Some Companies Make the Leap...and Others Don't”) stimulates a thought that many sales managers should be asking themselves right now: “What makes…
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Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Salespeople, so these experts claim, are either one or the other. Consequently they fit…
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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…
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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…
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Charles Darwin’s Theory of Evolution is often misquoted as being ‘the survival of the fittest’ when in fact it is ‘the survival of the most adaptive’. And that is how…
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It is a harsh reality – product demand and brand scores are down. Some contributing factors to this decline are: bad experiences with retailers or suppliers, poor responses from intermediaries,…
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Last week I wrote about ‘making promises you can keep and keeping the promises you make’ and when the rhetoric and reality do not coincide thus leaving customers disappointed at…
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You may have noticed in recent times that many companies, especially larger organisations, are focusing their marketing and advertising efforts on trying to portray themselves as caring and empathic to…
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The 2015 Sales Trend 7 – Beyond Sales KPIs see our focus shifting to how we can get closer to the moments of truth and measure sales effectiveness in a…
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