Monday, 15 September 2014
The decision-making process of buyers is taking up to 20% longer than five years ago. Here are five ways to speed up the sales pipeline.
Monday, 8 September 2014
The times are changing, with the function of procurement becoming increasingly important as a conduit for the co-creation of value with suppliers and internal stakeholders.
Thursday, 4 September 2014
People who disregard a tested follow-up process will skip vital steps and go for the customer’s jugular every time.
Monday, 25 August 2014
Businesses are becoming far more sophisticated in their use of social media as they realise its effectiveness in maintaining and nurturing customer relationships.
Wednesday, 20 August 2014
The pursuit of finding and securing opportunities in sales is relentless.
Monday, 18 August 2014
Sales education used to be done on the job, but online education is changing the way salespeople learn their craft.
Thursday, 14 August 2014
Influencing people is far less challenging when you can see things from their perspective.
Monday, 4 August 2014
In our digital world, it is becoming much easier and quicker to find and contact people we want to get in front of.
Monday, 28 July 2014
Very few people that I have met in sales want to harm or take undue advantage of others, even when pressed to meet targets and hit budgets.