sales
What does selling better mean to sales team retention rates?
What do you make of this statistic?
The average tenure of a sales representative across Europe and USA is currently 15 months.
Ouch!
T…
Should clients pay for tender and request for proposal submissions?
In principle, and ideally in practice, clients should pay for tender and request for proposal (RFP) submissions.
Why? Because there is a…
Where are all the high performance sales coaches?
A lot has been written about coaching, specifically business coaching, over the years. The proof is that coaching, like anything if applied …
Ditch short-termism for robust sales strategies that drive more and better sales, now and in the future
“If you don’t know where you’re going, every road will lead you nowhere”. This famous quote is usually attributed to the master strategi…
Optimism and opportunity are critical for your organisation’s success
Bob Safian, Editor in Chief of Fast Company, said: “…Uncertainty reigns as rapid change disrupts expectations and social norms. Global l…
Sales trends 2018: Trend 3 – Human-centred selling
The third trend from the Barrett 12 Sales Trends Report for 2018 is about human-centred selling.
Bestselling author and business icon Ste…
Are your sales conferences pumping or slumping?
We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room with artificial ligh…
Salespeople beware tire kickers, IP thieves & time wasters
Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking eve…
Cringeworthy: How arrogance and ‘seniority’ destroys sales
Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely…
Sales trends 2018: Trend 2 – The case for long-term focus
The second sales trend of the Barrett 12 Sales Trends for 2018 report is the case for long-term focus and strategy.
It’s no news that…
