What Sales People can reasonably expect
I have written plenty of blogs about what customers expect of Sales People, so I thought it was about time we talked about what Sales People expect..
I have written plenty of blogs about what customers expect of Sales People, so I thought it was about time we talked about what Sales People expect..
Death by falling in love! It may sound more like opera than complex B2B selling but this is what I call the phenomena of a Sales Person giving all..
Your Sales Process is a preview of what it is going to be like working with you. If you demonstrate your values you will not only make the Sales..
I am sure you already know about the Buying Centre, maybe you call it the Buying Group or Decision Making Unit and you may use different terminology..
I was asked recently how much more it costs to develop a customised training course rather than run one of our standard courses. So I looked..
I may be a bit biased but there is no doubt that the Swiss make excellent chocolate. High quality combined with clever marketing has resulted in..
We work for a lot of clients that offer highly complex products or services, like enterprise software or industrial equipment. But what about..
If the product or service you buy goes wrong, you will never buy that brand again, right? Wrong. All the evidence suggests that organisations that..
A Unique Selling Proposition is what every Sales Person wants - that killer argument that makes your proposition irresistible. Trouble is, even if..
Sales people are not fools. But this well-known saying brings home a problem that I often see; many Sales People appear to use Company Sales Tools..