What are the Sales Management Essentials and how do we master them? Well firstly Sales management and leadership is not about selling! In fact when one examines the role of…
Having a big ego is often associated with the sales profession. For many years the supercharged Alpha male, 600 lb sales gorilla has been the poster person for successful salespeople. …
Here’s a simple reality… Prospects and customers buy the salesperson first during every sales call – or they don’t buy at all. In any major sale, especially Business-to-Business (B2B) or…
Late last year we published the 12 Sales Trends Report for 2013 and released a brief summary of each sales trend in December. Over the year we will delve a…
Over the past few months there has been a plethora of editorial regarding the decline in retail sales. Amongst other things, an argument being put forward by traditional retailers for…
‘Out of the mouths of babes’ is one of those expressions you hear adults utter occasionally. Often amazed at the remarkable or insightful things children say, I think we do…
A prosperous life after elite sport is critically important to elite athletes as many of them have dedicated the best part of their lives (some into their 30’s) pursing excellence…
Do not ask customers what they want when it comes to creating and introducing new technology and innovations. Why? Because according to leading voice on innovation, Scott Anthony, MD of…
Watch out for polarisation of sales strategies and sales teams as the middle ground begins to disappear in 2012. We will see leaders re-think their sales force structures and go-to-market…
The science is clear, our success resides in how we use our brains – our brains can continue to learn, grow and adapt until the day we die. In 2012…
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