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How selling a solution is different from selling a product

Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ in the hope they can charge a...

sales

Appco Group hit with claims salespeople were forced into “pseudo sexual acts” for not meeting targets, as 700-person strong class action continues

Charity fundraising business Appco Group Australia has been forced to respond to claims that salespeople were made to engage in "pseudo sexual acts" and...

sales

Are customer surveys useless?

There is no doubt that automation saves time and money; it improves efficiencies and very often eliminates human error. But what happens to companies...

sales

12 sales trends for 2017: Sales Trend 1—New metrics

Sales Trend 1 from our 12 Sales Trends for 2017 report is about sales metrics. What do we measure now? When we talk about sales metrics...
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sales

The 12 sales trends that will drive business in 2017: Going from ordinary to extraordinary

In times of major change, uncertainty and upheaval we have two choices. One, we bunker down, keeping our heads low, wait for things to...

sales

How to deal with client objections

One of the biggest worries in sales, besides prospecting, is dealing with customers’ objections. Many people do not like dealing with objections or conflict,...

sales

Sales is a team effort

In today’s world, if you are not directly in sales you are supporting someone who is. This is why sales really is a team...

sales

How to make your sales presentations work for you and your clients

Keep your message consistent and make your sales presentations work for you. The B2B sales arena now demands a customised presentation for every meeting....

sales

Keep the door open with these simple ways to reach prospects

How do we reach prospects and keep the door open? While everyone is trying to go big, go small instead and use innovation to capture...

sales

The changing world of selling professional services

Even the once exclusive professions of accounting, medicine, law and engineering have come to realise that they can no longer survive on referrals and...
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Is the age of ownership over?

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Owning a car, house or designer bag has always been a big financial commitment, but once upon a time it was a commitment people...
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