“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…
“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…
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…
Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely…
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…
Myer chief executive Richard Umbers has insisted that discounting is not the answer to the questions surrounding the department store’s turn…
While hope isn’t a sales strategy, without the right ingredients, failure is certain.
The protocol for developing a sales strategy is f…
The frequently used business model of having sales under marketing, and therefore not having a separate sales strategy, is no longer effecti…
Today, many clients, whether they are B2B (business) or B2C (consumer), are looking to save money. Why? Times are uncertain, markets and dem…
Many of us may recall the 1992 film Glengarry Glen Ross that depicts two days in the lives of four real estate salesmen and how they become …
This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many cha…
It is said that the lack of access to capital, accounts to 50% of businesses failing. I would like to challenge this belief and say that a l…
How does one go about building a high-performance sales unit? What does a high-performance sales person actually look like? What needs to be…
