Sales
Ignore customer relationships at your peril: The demise of out-of-touch political parties
Despite the importance of big data, the nature of developing genuine customer relationships is generally not understood well enough by most …
How to use ‘intelligent practice’ to enhance sales mastery and results
In a time-poor world, many people, including sales leaders and salespeople, often bemoan the fact they cannot seem to make time for importan…
Securing the best deal: The crucial difference between negotiation and sales
We are regularly asked by sales managers to provide negotiation skills training for their salespeople.
However, after talking with them …
The road less travelled: Why selling better will bolster your business
On January 9, 1995, I took the road less travelled. I chose to start my business dedicated to selling better rather than follow the traditio…
Needle in a haystack: A tried-and-tested guide to recruiting the best salespeople
As we head into the Christmas season, many companies will be looking to hire new salespeople.
Get the selection wrong, and it will cost …
Sales cycles are becoming long and unpredictable: Here’s how businesses can adjust and thrive
In a B2B environment, the sales cycle is usually defined as the days, weeks or months that pass from the first time a salesperson makes cont…
“Nothing happens until something gets sold”: 12 insights on selling better in the 21st century
My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes and sales cultures acr…
Less is more when it comes to sales planning and market segmentation
Less is more when it comes to doing good strategy, sales planning and market segmentation.
As Michael Porter, Professor at Harvard Busin…
Tell me about it: 91% of consumers value ‘honest communication’ so salespeople must prioritise storytelling
We all grew up hearing and sharing stories through childhood and adulthood — they help us learn, develop and, above all, they entertain an…
Seven things you need to know to master the craft of selling
We can agree everybody lives by selling something — whether it be ideas, initiatives, visions, products, services or solutions.
Sellin…
