Many economic factors are pointing towards an economic upturn over the coming year. This week the Bank of England Governor, Mark Carney, said that the UK recovery has “taken hold” and that “unemployment w...
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These days, great sales people are not the pushy, overconfident stereotype that most people think of when they hear the word ‘sales person’ or ‘salesman’. The male-orientated, winner-tak...
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When adopting a consultative approach to selling, as a sales professional, you should act more like a consultant than a conventional sales person. Rather than pitching the features, advantages and benefits of a...
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With economic turmoil in Europe and fierce competition across multiple industries, a key question for any sales management team centres around how prepared their sales teams are for an uncertain future. Before ...
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No matter how much buyers are drawn towards your solution, they will almost always raise some objections during the sales process. This is because, while salespeople have long been taught how to sell through m...
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All successful salespeople are individuals in their own right and have their own secrets which make them so good at selling… But there are several characteristics which most (if not all) successful seller...
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PESTLE and Porter’s 5 Forces Analysis are two crucial concepts for business leaders and B2B sales professionals. This is because they reveal important information about the external factors that affect a ...
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Leading the sales process can, quite simply, transform your sales performance. By taking control and leading the sale at your own pace, you will significantly improve your sales forecasting accuracy and the cer...
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It’s over half way through the year and the economic outlook is still looking very uncertain. Nevertheless, most medium and large companies are starting to realise that they can’t continue to cut costs and batt...