This incredibly simplistic 4-box model helps you categorise your team members to better understand what you need to adopt, or maintain, to be the best.
In the world of B2B sales connecting with your target audience is even more important. Your website projects the right message and nurtures your audience towards those targets.
In able to move forward, win more business and achieve targets, do you reflect on your previous work in order to measure the value you provide our clients?
The largest and most lucrative deals are often discussed like folklore, but how can we effectively replicate these deals on a regular basis?
Our Critical Success Factors were essential to me and my colleagues’ sales success. Sales needs to stop being perceived as a black art and if you are not already doing it, start tracking your individuals’ sales ratios.
If you’re going to sell something, you have to really believe in it. True sales professionals are continually curious about their clients and really interested in how they can add value to their businesses.
A webinar on effective goal setting presented by Stuart Lotherington, Senior Partner of SBR Consulting for the Association of Professional Selling.
This article highlights how the Customer Experience (CX) has become established as one of the most important differentiators between market leaders and followers. We explored CX in the context of B2B sales and posed the question, does it have a place?
Do you get a good return on your investment on your sales training? As an HR or training professional within an organisation, how do you ensure that the sales training you buy is truly effective? In this article, MD Lars Tewes explains.
Salespeople are renowned for their resistance to change. But for the sake of sales success, change they must. In this article Associate Director, David Batup explains.