What makes good Sales Leadership
The world is changing rapidly for everyone, but for anyone in a Sales Manager role in a B2B organisation the pace must seem dizzying. Commoditization..
The world is changing rapidly for everyone, but for anyone in a Sales Manager role in a B2B organisation the pace must seem dizzying. Commoditization..
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..
If you ask me ‘Should I apply my Sales Process to every single opportunity?’ my answer would be ‘Yes’. But I would go on to say that you can vary the..
If you manage a Sales Team you will inevitably want to make changes for the better. If your team is doing well you will want to do even better. If..
Getting products and services to the market faster
Time to market for new products is an increasingly important factor for all organisations. Here is..
There are a lot of training companies out there who will tell you if you are not selling to the C-level you are going to fail. They will happily go..
With no Business Case your proposals are limited to features, benefits and price. A business case immediately lifts the quality of your discussions..
If you are a Sales Professional you like to win, it’s in your DNA. You love winning and hate losing. But it’s not just about doing a professional job..
B2B sales cycles are getting longer and more complex so the cost of pitching is rising – our research suggests the effort you have to make has..