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Score yourself against 15 success factors in B2B selling

Posted by Philip Kreindler

To help you identify areas for improvement in how you sell, I’ve designed this checklist based on the different stages in the sales process. If..

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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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Demand generation should be part of Sales DNA

Posted by Philip Kreindler

Is your phone ringing constantly with new leads? Is your pipeline full with qualified opportunities? If so, you must be doing a great job with..

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Taking Mowgli out of the jungle

Posted by Philip Kreindler

I use the term ‘Jungle Talk’ to describe the chest-thumping many sales people do when communicating with prospects and customers.  In a recent..

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Customerized Selling - Learn How Customers Want You To Sell

Posted by Philip Kreindler

After many years of being a Sales Trainer, I believe that most salespeople are not aware of how their customers define good selling. Without this..

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Help your customer shine and sell more

Posted by Philip Kreindler

Increasingly I find that my prospects do the selling for me. I will take you through a recent win where I did relatively little conventional..

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Sales and Ops must sing from the same hymn sheet

Posted by Philip Kreindler

Have you ever paid for something and found it wasn’t what you hoped for? It feels pretty bad. You might think it’s only badly run organisations..

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How Sales can help Procurement succeed

Posted by Philip Kreindler

I recently had the good fortune to interview Manuel Herrero, the VP Supply Chain Management of Bischofszell Food Ltd. The interview was a rare..

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How ELFS can ruin your negotiations

Posted by Peter Sicher

Many meetings these days are full of ELFS, before you think I’ve gone mad I mean English as Lingua Franca Speakers. These are people who are not..

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Shut up and sell more

Posted by Philip Kreindler

In the recent research we carried out in collaboration with the Harvard Business Manager we found that customers wanted vendors to communicate..

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