With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming ‘commoditised’,leaders and management are looking for an effective…
For many start ups and small businesses having a full time sales manager in place is not a viable option. Firstly, there is usually no one to lead and manage…
The other week I ran a webinar for SmartCompany.com.au on “How to clearly manage and measure your sales team”. During the webinar I was asked many questions, one of which…
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…
I find it somewhat frustrating when people make simplistic claims and statements about salespeople like: ‘super sales performers are all risk takers and oblivious to rejection and failure’. Statements like…
Now is the time to rethink your sales strategy and your sales force. Design the sales force your business needs and get great results. Tip: It’s all in the thinking…
Do you have the wrong sales team delivering your sales strategy? Ask yourself the follow the questions: How has your strategy and /or market place changed recently? How have you…
Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without…
As markets tighten and market competition increases, it becomes increasingly difficult for companies to achieve product differentiation in their market place. As such, businesses will find it harder and harder…
I don’t know about you, but when markets start to tighten or when things feel a bit uncertain, instead of cost cutting and bunkering down, I have found that you…
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