Terms such as Account Development, Account Management and Territory Management are often interchanged indiscriminately by many a sales people and managers thus creating confusion when it comes to sales planning,…
Ever had some customers who spend very little with you but take up enormous amounts of your time? Nothing’s ever right, they quibble about every cent and they do not…
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…
What is the line between motivating sales staff and manipulating sales staff? How do you make sure you don’t go over the line and place people under extreme pressure to…
If I hear “Oh let’s exceed our customers’ expectations” one more time I will scream. Usually my response is: ‘Why don’t we just meet their expectations in the first place?’…
I was out on my daily morning walk yesterday and found myself reflecting on the value of relationships – personal and professional. Due to the growth spurts of my 2…
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