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,…
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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…
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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…
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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…
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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?'…
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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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