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…
The pundits (including Barrett) are always reminding sales executives of the need to plan. However, a major miscalculation made by many organisations is viewing their sales operations as purely tactical…
Subjected to marketing and sales monologues for the better part of 40 years in the form of blanket advertising, product brochures and ‘your call is important to us’ busy signals,…
For many years the legend of the 600lb sales gorilla or Alpha sales superstar has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the…
How to incentivise and reward sales people has long been a contentious topic. Too many times I have seen businesses set up incentive programs that reward the wrong behaviours which…
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…
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