Not every business needs a Key Accounts Management function or team but many more are finding they do. Why? In recent times we are witnessing a distinct shift to Key…
Sales is the life blood of any business – without customers, members, supporters, patrons and the like, organisations cannot exist. Sales & Marketing’s sole focus is to attract and retain…
The combination of an increase in the use of technological and social media such as Facebook, LinkedIn, Wayne etc. coupled with the proliferation of data these systems generate – all…
I often get requests by sales mangers for negotiation skills training for their sales people when in fact upon further investigation their people usually need consultative selling skills…
As markets tighten and market competition increases, it becomes increasingly difficult for companies to achieve product differentiation in their market place. As such, businesses will find it harder and harder…
Selling can get quite confusing sometimes. Prospects or clients saying one thing and doing another. It’s hard enough that you put in all that effort and have your sale go…
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,…
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