Sales
Struggling to sell your product? There are three problems with your approach
Imagine you’ve been asked to sell new software to existing clients. This happened to a friend of mine recently. The plan was to offer the …
Seven differences between sales and marketing
Sales and marketing have often enjoyed some sort of sibling rivalry, but if a business is to thrive, it’s vital that we have a clear under…
What is the correct title for a salesperson?
What is the correct title for a salesperson’s role? What should I call myself?
This is a contentious issue, and a question we get ask…
How salespeople can survive in a trying trust environment
Just 56% of general populations around the world trust business.
When trust in business suffers no one is more affected than salespeople …
Avoiding a Kodak moment: A case study on reinvigorating and future-proofing a sales team
Human beings, by and large, are notorious for staying with what is familiar to them. Not wanting to ‘rock the boat’, we instead chase th…
How to sell better in uncertain times
Here we go again.
Global disarray, government elections, political scandals of betrayal and corruption. How do we keep our head when ever…
A story of bathtubs and bewilderment: How assumptions destroy sales relationships
Have you ever come across a salesperson making assumptions about you, your needs and expectations, or your experience? Then you are probably…
Bin juice bingers: How to avoid the sinister clutches of the procurement department and its cold benchmarking
For those of us in the business-to-business world, there’s nothing quite like your long-term corporate client telling you the purchase dec…
How to make informed buying and voting decisions in a sea of fake news
In a world filled with so many opportunities, choices and facts, there are also equal amounts, if not more, of biased news, fake news and fa…
Why building trust is key to sustainable long-term sales relationships
Building trust is key to sustainable long-term sales relationships. This is surprisingly true even for very large B2B sales, despite the ava…
