Joel Barker, a Futurist, has been a favourite thinker of mine for many years. His way of seeing the world with new eyes, his openness to possibility has inspired me…
”Move over mass marketing welcome to fragmentation and segmentation” was voted by our readers as the third most important sales trend in Barrett’s 2012 Sales Trends Report. Market fragmentation and…
Subjected to marketing and sales monologues for the better part of 40 years in the form of blanket advertising, product brochures and ‘your call is important to us’ busy signals,…
First of all what does CRM stand for? CRM = Customer Relationship Management. The concept of CRM has been around for a long time. The original form of CRM was…
For some time now I have been testing the concept of ‘everybody lives by selling something’ with almost everyone I meet, including senior leadership teams (comprising of HR, Finance, IT,…
The term ‘Relationship Selling’ is often bandied about by sales managers and sales people without properly defining what it really means.I often hear “We are in relationship selling”…
One of the things that frustrate me the most as a customer is inconsistent service standards, inconsistent procedures and people’s inability to deal effectively and honourably with different types of…
Know the feeling when you make contact with someone and you both promise that you will keep in touch but never do? Or someone you met briefly at a function,…
I typed ‘Sales’ into youtube.com the other day just to see what was on offer. I have to say that some of the initial videos displayed on the front page…
I was out on my daily morning walk yesterday and found myself reflecting on the value of relationships – personal and professional. Due to the growth spurts of my 2…
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