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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 April 2013

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 2013

The Death of a Salesman

Why recruit a woman into your team? What selling skills can she really bring? These types of questions have been hotly debated for many years, not just in sales, but in the whole field of business. And of course, many reasoned and well-thought out… continue reading

Posted on 5 November 2012

Surfing for Sales - A Step-by-Step Guide to Harnessing the Internet's Selling Power & Riding the Wave of Success

It is probably very clear to you by now that the internet holds an infinite number of opportunities for every aspect of business and, indeed, for life in general. But, as a sales person, what might not be so clear is exactly how this applies to you… continue reading

Posted on 25 October 2012

The Only Way is Ethics - Success in Business, the Responsible Way

In today’s world, consumers are demanding more from business. They are often spoiled for choice in a saturated market, making their buying criteria ever more stringent. It is no longer enough to rely on old, tried-and-tested sales techniques… continue reading

Posted on 16 October 2012

Sales Presentations - Knowledge is Everything!

Great news - you’ve won the chance to deliver a sales presentation and the client seems interested…Things are looking up! But what next? Sales presentations can fill the best of us with dread and pinning down exactly what makes a… continue reading

Posted on 3 October 2012

Negotiating a Win-Win Outcome

For most sales people, negotiating a win-win is a challenging part of the sales process. Negotiations often take place at the buyer’s workplace over the course of several meetings, eating into valuable time that could otherwise be spent… continue reading

Posted on 6 September 2012

8 Sales Apps to Boost Your Productivity

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… continue reading

Posted on 24 July 2012

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 May 2012

Fulfil Your Values and Align Your Beliefs to Increase Sales

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. continue reading

Posted on 22 March 2012