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Not all Prospects are Equal

Not all Prospects are Equal

Hopefully your business has spent a lot of time defining what makes it unique. It might be a unique product, your first class service, competitive pricing, or something else. “Hopefully” is a big word….. it amazes me even now how often I ask the businesses I work with...
Top 3 challenges facing B2B sales teams

Top 3 challenges facing B2B sales teams

Considering that much of a buyer’s journey takes place without his or her knowledge, salespeople have to overcome a range of challenges, regardless of their industry. Competition is fierce, and organisations are finding that their salespeople are unable to tell a...
Effective Selling Is A Marathon, Not A Sprint

Effective Selling Is A Marathon, Not A Sprint

I used to be a regular runner…. A slow one, but a regular one. Sadly advice from my orthopaedic surgeon has now put a stop to my running so now it’s been replaced by cycling and visits to the gym. I use physical exercise as a way of keeping fit and healthy, and...
The 6 Key Elements Of Effective Sales Management

The 6 Key Elements Of Effective Sales Management

Some of the best sales people I’ve known turned out to be the worst managers! The smart ones reverted to being a dedicated sales people, the rest caused themselves and their teams untold pain and problems. Every sales manager (or business owner) has a degree of...