Score yourself against 15 success factors in B2B selling
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..
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..
Sales people who fail, often blame price. Good sales people not only make the sale but they avoid or minimise price concessions and their..
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..
I use the term ‘Jungle Talk’ to describe the chest-thumping many sales people do when communicating with prospects and customers. In a recent..
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..
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..
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..
I recently had the good fortune to interview Manuel Herrero, the VP Supply Chain Management of Bischofszell Food Ltd. The interview was a rare..
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..
In the recent research we carried out in collaboration with the Harvard Business Manager we found that customers wanted vendors to communicate..