''Move over mass marketing welcome to fragmentation and segmentation" was voted by our readers as the third most important sales trend in Barrett's 2012 Sales Trends Report. Market fragmentation and…
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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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It's an Olympic year and many of our elite athletes are rightly focusing their efforts on the London 2012 Olympic Games. There are a certain number of gold medals on…
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There is an old saying "assume makes an ASS out of U and ME" and for good reason. Too often sales people find themselves jumping in too soon, offering premature…
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'Results not Solutions' was voted as the Number 5 Sales Trends for 2011. If you're business is about selling packaged or aggregated solutions you may be in for a rude…
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Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task…
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When we meet with leaders to discuss their sales challenges in achieving sales effectiveness we find that the source of their problems often stem from three key areas: sales planning,…
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'Knowing your business' was voted as the Number 3 Sales Trends for 2011. With business becoming more complex it should come as no surprise that clients want to work with…
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When I began my career as a professional sales person in the early 1980's we were trained in product and client communication skills focusing on handling objections. We were given…
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In the 20th century the emphasis on B2B selling had a distinct aggressive ring to it. So much so, that you could walk down the halls of many businesses and…
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