PESTLE and Porter’s 5 Forces Analysis are two crucial concepts for business leaders. But with the recent shift from product selling to solution selling, they have also become crucial concepts for the modern day B2B…
Category: Business Development
RSS FeedPESTLE and Porter’s 5 Forces Analysis: Two Crucial Concepts for Business Leaders & Salespeople
September 27, 2011
Key Performance Indicators for Sales Prospecting
July 29, 2011
To nurture existing business and to win new business faster, it’s essential that key account managers and business development professionals approach the right targets. While it’s important to do the necessary research to determine that…
4 Tips to Improve Your Sales Technique and Selling Performance
July 1, 2011
How do the top sales people earn so much yet look so relaxed? Well, it’s because they get great results, earn great rewards, develop lasting relationships with their clients, are respected in their industry, and…
Closing Techniques and Sales Forecasting for Business Development Professionals and Key Account Managers
May 9, 2011
According to our feedback from senior business leaders (who are responsible for top-line growth), most of their business development professionals (who are responsible for creating new relationships and developing new market positions) feel very comfortable…
Leading Your Sales Force into the ‘Performance Zone’
March 16, 2011
Leading the sales force out into what we call the ‘performance zone’, where extraordinary results are achieved, requires brilliant leadership skills. Yet our experience shows that too many sales leaders share the same challenges and…
Top 10 Motivational Sales Leadership Quotes
FAB Selling is Dead and Sales People Need to Work Smarter
Making Your Sales Training Really Stick!
Turn Your Cold Calls into Hot Sales Meetings
Should Salespeople Be Given More Pricing Authority?
