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Getting Your Service People to Sell

In today’s economy, regardless of the sector you are selling into, your competition is more than likely becoming more aggressive and global. Your buyers have unlimited access to information on your competitor’s latest offer and, like it or not… continue reading

Posted on 27 October 2021

3 Steps to Professionalising Your Sales Force – Embed, Embed, Embed

In this article, we outline 3 crucial steps that you can take to professionalise your sales force. In doing so, you can ensure that your sales people systematically: Create ongoing incremental value across their client bases and sales territories… continue reading

Posted on 18 August 2021

Calling all B2B Sales Leaders and Salespeople: It is time to reinvent

We are selling in a world on an extended tilted axis. A world where many of our prospective buying organisations are yet again all but closed, and where the focus of buying for those that are still running anywhere near normal, is on an “absolute… continue reading

Posted on 15 June 2021

Driving Success Through Up-Selling & Cross-Selling

Sales leaders often come to us asking for help to get their sales functions to up-sell and cross-sell wherever possible in order to drive up sales productivity, improve revenue performance and increase margins. While many companies have the… continue reading

Posted on 15 April 2021

10 Steps to Reducing Sales Team Attrition Rates

Many companies with high sales function employee attrition, or ‘churn’ rates, resist investment in their people for fear of wasting money on people who are likely to leave anyway. However, many research projects have shown that investment... continue reading

Posted on 21 January 2021

The 7 Secrets of Successful Sales Management

Our Client Development Director, Adrian Atwood, provides his 7 Secrets of Successful Sales Management. Number 1: Treat your time as a precious asset. Look after it. As a senior sales manager you only have two levers to grow you business, time and… continue reading

Posted on 13 October 2020

What Makes a Great Sales Leader?

The key to achieving great sales results lies with an organisation’s sales people. This includes and begins with having a great sales leader who is capable of leading his or her sales force towards greater performance. But what makes a great sales… continue reading

Posted on 14 August 2020

Key Account Managers Need to Be Sales Hunters AND Sales Farmers

Traditionally, Key Account Managers (KAMs) have been sales farmers. That is, they work hard to sow, nurture and grow their account relationships over a long period with the aim of reaching the coveted status of being seen as ‘trusted sales… continue reading

Posted on 17 May 2020

A New World Approach to Transforming the Sales Team

Successful selling in today’s marketplace requires a sales strategy that develops a structured and continuous approach to developing best practice selling skills, behaviours and attitudes... continue reading

Posted on 8 March 2020

Sales and Marketing Need to Work Together!

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… continue reading

Posted on 28 February 2020