As 2013 comes to a close we firstly wanted to thank all our loyal readers for their continued support of our work. We also thought you would like to get…
Last week I received a call from a woman (let’s call her Tracy for the purpose of this article) desperately seeking help on how to sell. Tracy had been in…
Much has been written about the role of salespeople. However, many of these “authorities” are professionals in disciplines that have (at best) only an indirect relationship – and that mainly…
I have been prospecting for new business on a regular and consistent basis since 1985. For my team and prospecting is a way of life. We could never have developed…
The value of sales coaching cannot be ignored. Various studies across the last 30+ years have demonstrated that regular coaching improves recall and retention of learning from sales classroom training…
Have you ever wondered just how many sales methodologies are out there and which ones work and which ones don’t? Maybe you haven’t given much conscious thought to this subject…
If any business is going to thrive in the 21st century it’s vital that we all have a clear understanding of how Sales and Marketing can work effectively together in…
Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Sales people often focus on why the benefits are…
What is a Point Solution? A point solution solves one particular problem without regard to related issues. Point solutions are usually called for when there is a need to fix…
Sales can be made in several ways: face-to-face, over the phone, web-based, direct mail or via e-mail. With the plethora of internet businesses now transacting sales online you’d be forgiven…
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