Will selling remotely become the norm post COVID-19 for B2B and Complex B2C field sales teams? The early signs say ‘yes’, but let’s take a closer look at what’s happening….
I’ve been around long enough to have lived and worked through major recessions, financial crises i.e. GFC, and general downturns in business and survived, if not thrived during these times….
What is the correct title for a salesperson’s role? What should I call myself? This is a contentious issue… And a question we get asked frequently. The answer will depend…
I recently read a research paper from the US market that stated more and more sales teams are relying on renewals in revenue from their existing accounts which is giving…
Do other people stand to gain from your sales tactics and actions? Do your sales tactics and actions have a positive influence on your own and others’ well-being and self-esteem?…
I like to keep on top of what is current, what is emerging, and what is still an idea. This is why I make time each week to do research…
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…
Investing quality time with prospects delivers better margins and displaces your competitors. One of the time-tested methods for surviving a tough or slow economy is to home in on prospects…
Salespeople who complain about price as a barrier need to wear bicycle helmets. As a salesperson, the next time you feel you are losing deals because of price, take your…
So how do we reach prospects and keep the door open? While everyone is trying to go big – go small and use innovation to capture share of mind. Imagine…
New Article Email Notification