Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are…
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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…
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Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view…
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Ever been asked straight up at the beginning of a prospective client meeting, "So what do you do?" despite your sincere intention to ask questions of your prospective buyer rather…
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The pundits (including Barrett) are always reminding sales executives of the need to plan. However, a major miscalculation made by many organisations is viewing their sales operations as purely tactical…
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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…
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Run a mental checklist over your client base right now. Who fits into the 'good' client list and who falls into the 'bad' client list? It all really depends on…
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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…
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You cannot fake real sales experience and sales wisdom. It is one of the professions that is the hardest to teach and train because without real life sales experience you…
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It may surprise you to discover that many Sales Managers learn how to be a Manager on their own. According to the latest international study on Sales Training and Sales…
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