Traditionally, Key Account Managers (KAMs) have been sales farmers. That is, they work hard to sow, nurture and grow their account relationships over a long period with the aim of reaching the coveted status of…
Category: Sales Strategies
RSS FeedKey Account Managers Need to Be Sales Hunters and Sales Farmers
April 17, 2012
A New World Approach to Transforming the Sales Team
March 8, 2012
Successful selling in today’s marketplace requires a sales strategy that develops a structured and continuous approach to developing best practice selling skills, behaviours and attitudes…
Be Prepared to Enhance Your Negotiation Skills
November 18, 2011
Good planning and preparation of the negotiation process is critical to the success of any B2B sales person. Here are 6 quick tips to help you improve your negotiation skills…
Should Salespeople Be Given More Pricing Authority?
November 10, 2011
I was taught at Harvard that if you are responsible and accountable for a leadership or business task, you must have the full authority to make decisions. Well, shouldn’t this be the same for salespeople?…
Improve Your Performance with a Positive Sales Psychology
October 25, 2011
For some salespeople, everything they touch seems to turn to gold. They earn six figure salaries, live in seven-bedroom houses, drive the latest sports car, and always have the latest gadgets. But what is it that makes the top salespeople so successful?…
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?
