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Category Archives: Communication

CRM as a business strategy

‘CRM as a business strategy’ was voted as the Number 6 Sales Trends for 2011. Looking at your Customer Relationship Management systems (CRM’s) as a piece of software? Think again. While CRM’s are getting better, easier and cheaper to use, this year more companies are positioning their CRM’s as a marketing channel to map the […]

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Why we should coach, manage & measure Sales Inputs rather than Sales Results

Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results – the Outcomes. Managing by numbers, sales managers can get blinded by measuring the number of sales made and revenue and profit margins achieved rather than focusing on the vital […]

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What can women and men learn from each other about selling?

The world of selling is transforming before our eyes and there are many lessons for the taking. The latest focus is on the emergence of social media and the internet and its impact on customers’ purchase decisions. However, to date little light has been shone on lessons learnt by men and women about gender differences […]

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Do you miss out on growing sales because your clients’ pigeon hole you?

Do you have trouble introducing your clients to new products and services? Does their memory seem to spring back to what you used to do or your initial offering to them? Do they seem to pigeon hole you in a certain category, unable to see or acknowledge that you offer other products or services? This […]

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Exceptional Prospecting and Social Media

With social networking sites and the plethora of online data available, 2011 presents us with better quality prospecting and more qualified prospects. ‘Prospecting and Social Media’ was voted as the Number 4 Sales Trends for 2011. Business networking sites such as LinkedIn and Plaxo, and the emergence of Facebook and Twitter as business destinations, give […]

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What are the 3 Sales Essentials that make for effective selling?

When we meet with leaders to discuss their sales challenges in achieving sales effectiveness we find that the source of their problems often stem from three key areas: sales planning, sales prospecting and effective sales communication with clients. Whatever our vocation, we all need to make contact with and communicate effectively to secure the ongoing […]

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Why selling is now a team sport

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, customers have taken the lead and are way ahead of us when it comes to having sales and marketing dialogues. Far more informed and sophisticated, […]

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Knowing your business

‘Knowing your business’ was voted as the Number 3 Sales Trends for 2011. With business becoming more complex it should come as no surprise that clients want to work with business people who can sell, think about possibilities and create a work partnership with their businesses. However, our studies with hundreds of sales professionals and […]

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What are your relationships built on?

If you are in business for the long haul then you know the value of building your business relationships on solid foundations. Too many times people have fallen foul of the broken promises and pipe dreams offered by those people whose only intention is to make money at your expense. I can recall a few […]

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Having a sales monologue instead of sales dialogue with your customers?

Have you ever noticed your customers getting that glazed look when you tell them how fabulous you and your company are? Have you ever had your customers seem very agreeable in your sales meeting but never seem to follow through with an order? Have you ever found yourself doing all of the talking whether in […]

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