Not far from where I live there is a petrol station run by an older gentleman whom I call Gus. He is about 160 years (not out) draped in a l…
Not far from where I live there is a petrol station run by an older gentleman whom I call Gus. He is about 160 years (not out) draped in a l…
Why do we need sales superheroes? This question and its answer became evident at the inaugural 12 Sales Trends Annual Business Breakfast hos…
Every salesperson has a territory. Whether that “territory” is defined by geography or demography, horizontally or vertically in terms o…
The second Sales Trend for 2014 is ‘Telesales will have to make dramatic changes’. In-bound and out-bound telesales and call centre op…
We all know how important getting a YES is, but how important is the word NO in sales? For some companies the word no is just as, if not, mo…
As I mentioned in my blog post last week, over the last decade or so we have seen a more relaxed approach to business attire. While there ar…
It is well known that questions deliver answers. The real question in sales is: ‘What questions deliver sales results?’ Asking questions…
Keeping clients on board and engaged with your business is just as important as your sales team finding new business sales with new and exis…
Let’s start with a question: What is the most important quality of highly successful salespeople?
This question is often on the m…
Last week I received a call from a woman (let’s call her Tracy for the purpose of this article) desperately seeking help on how to sell. T…
In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on…
Much has been written about the role of salespeople. However, many of these “authorities” are professionals in disciplines that have (at…
