How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is…
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How do we measure sales performance now? As many formally product-focused companies migrate to selling solutions, most overlook one critical component – the way they measure sales performance. Sales people,…
How to shift the conversation from Price to Value In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount…
This is our Sales Trend 5 from our 12 Sales Trends for 2017 report. The proliferation of internet-based sales channels, that offer everything from simple items such as a toothbrush…
Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly…
Do you frequently discount to win business? Does your brand seem to matter less to customers today? It’s no wonder. Customers can do a Google search of your product or…
If you cannot relate to the typical salesperson stereotype you are not alone. Many people we speak to, including many salespeople themselves, have never been able to relate to the…
Charles Darwin’s Theory of Evolution is often misquoted as being ‘the survival of the fittest’ when in fact it is ‘the survival of the most adaptive’. And that is how…
There comes a time when we realise that amidst change we cannot keep living the old way, doing the same old things expecting different outcomes. This time has come for…
In tough markets when sales are harder to come by whether it be from increased competition or clients being more hesitant to commit and buy, don’t become your own worst…
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