As with many things these days, words or expressions get bandied about with little regard for what they really mean. For instance, when we ask people how they define ‘Prospecting’,…
In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Customers in control…
It is well known that questions deliver answers. The real question in sales is ‘What questions deliver sales results?’ Asking questions and listening are at the heart of any effective…
In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Breaking…
It doesn’t take much to sow the seeds of discontent in business today, and the potential for creating dysfunctional, “toxic” sales teams and culture is much easier than you think. There are…
Are you aware that it is six (6) times more expensive to acquire a new client than it is to retain an existing client? Keeping clients onboard and engaged with…
In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Delivering…
The number one priority for any sales manager is to lead and drive the effective sales performance of their sales team. The only way a sales manager can achieve this…
In December 2012, like in the previous years, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. Throughout the year we will…
In the last 40 years the concept of branding, as a means of differentiating one company or product from another, has become an important and powerful marketing tool. Enormous sums…
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