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Does Salesforce increase Sales?

Posted by Philip Kreindler

Salesforce.com is an incredibly successful CRM software company. But does Salesforce (or in fact any other CRM system) help you to improve win..

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5 ways your sales process impacts pricing

Posted by Philip Kreindler

Sales people who fail, often blame price. Good sales people not only make the sale but they avoid or minimise price concessions and their..

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Goodbye USP, Hello UBE - 10 steps to create a Unique Buying Experience (UBE)

What’s the USP for the product or service you are selling? My guess is you don’t have one. In fact, very few vendors have a selling proposition..

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Put a coach on every sales person’s shoulder

Posted by Philip Kreindler

Conventional classroom Sales Training doesn’t work. This might sound peculiar coming from someone like me who has been involved in Sales Training..

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The single best way to make a sales excellence program work

Posted by Philip Kreindler

One of the most interesting aspects of the job of a Sales Performance Consultant is to learn why some organisations achieve much better results..

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Take the fat out of your funnel

Posted by Philip Kreindler

You can’t make your numbers without lots of opportunities so the more the better, right? Wrong. We see lots of sales organisations that aren’t..

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You should eat your own dog food

Posted by Philip Kreindler

I was inspired to write this article by the experience of one of our own consultants. Let me tell you about Peter. He is now a strong member of..

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How good Sales Forecasting can improve your reputation

If the most important thing a Sales Professional can do is sell, why do Sales Leaders put so much emphasis on forecasting? And how do you forecast..

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Sales Ops - your best friend or worst enemy

Posted by Philip Kreindler

As a sales person a good Sales Operations function can be your greatest asset, but only when you understand what they can do for you. If you think..

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You have to create remote control presentations

Posted by Philip Kreindler

Frequently, potential customers never get to see you deliver your presentation. In only 1 in 4 opportunities will you get to make a face-to-face..

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