Here’s a simple reality… Prospects and customers buy the salesperson first during every sales call – or they don’t buy at all. In any major sale, especially Business-to-Business (B2B) or…
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Late last year we published the 12 Sales Trends Report for 2013 and released a brief summary of each sales trend in December. Over the year we will delve a…
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Watch out for polarisation of sales strategies and sales teams as the middle ground begins to disappear in 2012. We will see leaders re-think their sales force structures and go-to-market…
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‘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…
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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 are…
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'Educate and Facilitate' was voted by our readers as the fourth most important sales trend in Barrett's 2012 Sales Trends Report. With the 21st Century 'selling' not being about features…
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Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear 'my people need to be able…
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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…
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I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference (osf2009, site not exist anymore), along with over 120 high level sales leaders across Australia. I…
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Whada ya rates? 'Cos I'm a wholesaler and I can do better rates than them. I can look at your thingos and give you a better deal" This is an…
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