Sales is the life blood of any business – without customers, members, supporters, patrons and the like, organisations cannot exist. Sales & Marketing’s sole focus is to attract and retain…
As much as people want Sales to be considered a science the reality is that Sales has always combined a collection of facts with human judgments (or estimates). What this…
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…
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…
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…
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…
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…
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…
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…
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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