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Archive | Sales Planning


Are You Ready for the Upturn?
Are You Ready for the Upturn?

Many economic factors are pointing towards an economic upturn over the coming year. This week the Bank of England Governor, Mark Carney, said that the UK recovery has “taken hold” and that “unemployment will fall sooner than it had forecast”. On balance, economists are still far from unanimous about how…

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A question I get asked a lot is “What makes a high performance sales team?” Many of our clients want to know what characteristics they should be looking out for in their people and what separates a great sales team from an average one. Having worked with hundreds of sales teams and conducted extensive research […]

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In the not-so-distant past, sales people had to be highly organised individuals that relied on office-based customer relationship management (CRM) systems to maximise their sales productivity. But with the evolution of smart phone technology, there is now a plethora of mobile applications that can make the sales process much easier and less time consuming. Here […]

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The relationship between sales and marketing serves as one of the main sources of conflict for the modern day organisation. Yet it also offers one of the biggest opportunities for organisational growth in today’s environment. Sales and marketing in large firms often operate as separate divisions, performing different functions with little collaboration. This tends to […]

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An awareness of your fundamental values and beliefs will enable you to take responsibility and make changes to your selling approach to increase your success.

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An ability to understand and identify the personality of the buyer is one of the most useful sales techniques in a sales person’s arsenal…

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