Organisations of every size all have a collective personality that drives their thinking, behaviours and actions and can affect their performance for good or bad. These collective personalities may or…
Read More
Everyone has a sales cycle – this is defined as the average time it takes you to identify and ignite a viable sales opportunity through to closing the sale. Taking…
Read More
Do you find that some clients are open to change, they embrace change while others see change as disruptive and possibly threatening? And then you find there are those clients…
Read More
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…
Read More
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…
Read More
Salespeople deal with market ups and downs, political influence, people’s (customers, influencers, internal stakeholders, bosses, etc.) changing mindset and goals, etc. on a daily basis. Sales can be like herding…
Read More
The first objective of effective sales training and coaching is to help us, salespeople, become aware of any bad habits we may have developed over time. The next objective is…
Read More
Sales operations are complex systems with many moving parts. It is a constant juggling act for many sales leaders and business heads. What with: Designing an effective sales strategy ,…
Read More
The fourth Sales Trend for 2014 is Sales Training Methodologies are going to change. Sales training as we know it is not going to disappear. As the market becomes more…
Read More
Have you ever wondered what the ripple effect of your actions has on other people, things and systems way down the line or beyond your immediate world? Often in sales…
Read More
New Article Email Notification