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Category Archives: Sales Talent

Cracking the Sales Myth of Hunters & Farmers

Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Salespeople, so these experts claim, are either one or the other. Consequently they fit one sales position or another. In our experience, having spent decades working with salespeople at every level in a wide variety of segments, salespeople don’t […]

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Survival of the Adaptive P2: Develop a well-informed sales force

This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our 21st century world and market place. Part 2 is all about developing a well-informed sales force A decade ago, when traditional product-pushing sales were all […]

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Enthusiasm in Selling

There is a popular fallacy that salespeople are born, not made. Whilst there is some vestige of truth in the statement, it is not for the reasons made so popular – i.e. it’s not that salespeople have the ‘gift of the gab’ but rather because these successful salespeople are genuinely enthusiastic about what they do […]

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Are you paying salespeople enough to sell well?

Are you paying your salespeople enough to enable them to focus on selling and not worry about where their next paycheck is coming from?  Because if salespeople are constantly worrying about when they are going to get paid, how can they sell well? For many years, unlike most other salaried employees who can rely on […]

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Ego is a dirty word in sales & sales management

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.   And then there is the larger than life sales manager who charges in to save the day by taking over the sales call, making the […]

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Recognition or Praise?

Sales managers are being told to do more with less, to work smarter to get peak performance from their sales teams, despite increasingly limited resources. As tough as it is, there is one tool in the sales manager’s portfolio that is never in short supply – Praise! Yet for some reason, many sales managers find […]

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Signs you are at risk of losing your top sales performers

Dead end .. for everyone?

There they are every day bringing in the deals. They’re always prospecting, meeting clients, networking, making suggestions about how to do things even better and they never discount unnecessarily. Best of all your clients are happy. They’re happy with your offering, happy with your service, happy with the sales support they get and your business […]

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Can a sales manager be an effective sales coach?

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 the personal insight to know how to apply them wisely. An effective sales coach is there to help people achieve excellence and realize many more […]

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Transitioning from the old sales paradigm to the new world of social sales

When I began my career as a professional sales person in the early 1980’s we were trained in product and client communication skills focusing on handling objections. We were given business cards, product brochures, a geographic territory of clients to manage and grow, and a car to get around in. We did not have mobile […]

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The Yin Yang of Selling

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 think that you were involved in big game hunting. Many of these teams saw selling as an extreme sport, or more precisely, Big Game Fishing […]

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