Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Great sales people like great athletes…
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When we employ salespeople we expect somehow that they will be selling nearly 100% of the time, however the truth is most salespeople are lucky if they get to sell…
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Most sales managers know the basics about their sales team and the selling process used in their organisation. They know which salespeople are their top, mid and bottom range performers;…
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What will sales teams look like over the next 5-10 years? How will we sell to and service our clients? Will our businesses actually require field sales representatives as all?…
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Sales is the life blood of any business - without customers, members, supporters, patrons and the like, organisations cannot exist. Sales & Marketing's sole focus is to attract and retain…
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Many sales people, especially those new to sales, often take it personally when a prospect says 'NO' and fail to persist with their prospecting efforts while others turn prospecting into…
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As much as people want Sales to be considered a science the reality is that Sales has always combined a collection of facts with human judgments (or estimates). What this…
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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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Isn't it about time we stop throwing our sales people and sales managers in the deep end and expecting them to swim - or sell and lead with no support…
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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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