In a world still recovering from the GFC and grappling with the buzz of social media, we are now in the midst of a war between retail and online shopping…
Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the right processes to apply in the right situation, coupled with…
In December 2010 we published The 12 Sales Trends of 2011 and invited readers to vote on what they thought would be the most important trends in sales for this…
In the 20th century the emphasis on B2B selling had a distinct aggressive ring to it. So much so, that you could walk down the halls of many businesses and…
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…
Highly effective sales people and teams do not happen by chance. A study by Aberdeen Group (2009) of 8,500 top performing companies with a turnover in excess of $50 million,…
How do we get the rest of our sales team learning from our top performers? Should we get our top sales performer in front of our sales team to teach…
For many start ups and small businesses having a full time sales manager in place is not a viable option. Firstly, there is usually no one to lead and manage…
I recently had the opportunity to MC and attend the “Optimising the Sales Force Conference – OSF2010 (website delete)” which was the follow up to the inaugural OSF2009. Building on…
The New Competition was voted by you as the number 7 Sales Trend for 2010. Over the coming years, we will see collaboration become the new competition. Markets around the…
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