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A Case for Joined Up Sales & Service Development Programmes

A large company typically has many interactions with its key customers across its sales and service functions over any given period of time, particularly at the high and complex end of its customer base. If these touch pointswith the customer are… continue reading

Posted on 5 November 2013

How to Take a Major Hidden Cost Out of Your Sales Operations

In this post I’m going to talk about a particular hidden cost that can be quite significant and applies equally across all types of sales channels, from outbound desk and field sales to account management. This hidden cost manifests itself in the… continue reading

Posted on 22 October 2013

Professionalise Your Sales Force: A Need for Change?

About ten years ago the typical sales training model was one or two classroom training sessions annually, typically sponsored by a product team, channel manager or a pre-sales specialist with help from external freelance trainers. However, after… continue reading

Posted on 5 September 2013

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 2013

Take a Look At Yourself to Realise a Shift in Your Performance

When it comes to selling, some things are simply out of our hands. After all, no matter how prepared, skilled or determined you are, it is unlikely that every single prospect you contact is going to be persuaded to immediately buy your product or… continue reading

Posted on 31 July 2013

Sales People Talk Too Much!

A Greek philosopher once said that God gave us two ears and one mouth so that we may listen more and talk less. Stephen R. Covey also identified in his famous book The Seven Habits of Successful People that one of the seven habits is “to seek… continue reading

Posted on 9 July 2013

Self Confidence When Selling - You're the Convincer

A key element in your success as a sales professional is your own self confidence. It’s about believing in what you’re offering the customer and convincing him or her that it’s what he or she wants to do. It’s not about… continue reading

Posted on 3 July 2013

6 Characteristics of a Successful Sales Team

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. continue reading

Posted on 12 June 2013

Avoiding Rejection When Cold Calling

In today’s selling world, buyers are under more pressure than ever before. With purchase decisions being more heavily scrutinised, this makes avoiding rejection when cold calling all the more difficult for sales people. The challenging… continue reading

Posted on 31 May 2013

Sharpening Your Solution Selling Skills and Your Key Account Management Performance

As a B2B sales person, one of the most difficult - yet most crucial - challenges you face is gaining a strong commitment from a buyer to progress a sale towards a close that meets your own and your company’s expectations. To be successful… continue reading

Posted on 14 May 2013