Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term…
Most salespeople will be quick to tell you that their customers say what they care most about is product and price. It goes further. When salespeople lose out on a…
‘Intuitive Customer Centric CRM’ was voted by our readers as the number 10 Sales Trend of the 12 Sales Trends of 2012. The goal of a CRM solution should be…
I was impressed by a brief but excellent ABC News Video on the impact of social media on a business’ reputation and brand, especially when things go wrong and that…
Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they…
In early 2008, as the GFC (Global Financial Crisis) loomed, I wrote ‘Watch who you let near your mind’. This was a timely reminder about the importance of maintaining a…
We have been exploring the increasing spate of businesses and sales people complaining about ‘price’ being their biggest issue when it comes to not closing enough sales. “Our prices…
Sun Tzu, the an ancient Chinese military general, strategist and philosopher, said ‘Move swiftly to overcome resistance…’. In selling that is interpreted as closing when you get a buying signal….
If you were looking for things to settle down and a return to the good old days of selling in 2012 and beyond think again. We’re never going back. It’s…
Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand…
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