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…
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If you watch successful sales people go about their daily business activities you will notice that they lead a very disciplined life – they know what they need to do…
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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…
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In late 2012 we published the detailed 49 page 12 Sales Trends Report for 2013 and released a brief summary of each sales trend in December 2012. In it was the Sales Trend: Salespeople…
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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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You’ve no doubt heard again and again that your customers are valuable to your business. But do you know just how valuable they are? Can you define how profitable each…
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We've talked long and hard about how sales people need to listen, listen, listen to the client. Not just hear but really listen to what is being said, how it…
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Until now, there has been no officially recognised benchmark for Selling at tertiary level nor salespeople who can claim a university qualification as their own. On the other hand Accounting,…
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This article first appeared on June 12, 2013 on BRW (now closed magazine as of 2016) Professional services providers face a challenge that many within the sector are struggling to…
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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…
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