by simon | Aug 7, 2017 | General
A GIANT STEP FORWARD IN EDUCATION FOR SALES PEOPLE My career destination was as a project manager. One of my colleagues started out in life as a local authority planner. However, we both ended up in sales and I am confident that 95% of sales people have similar...
by simon | Jul 3, 2017 | General
TO BE THE BEST IN THE WORLD YOU HAVE TO HAVE AN OBSESSION In this issue of The SalesPulse we are going to examine how sales people and senior business leaders can learn from sports people to improve their own and their company’s performance. Our headline this...
by simon | May 30, 2017 | General
MANAGERS LOVE THE EMPOWERED SELLER In the last issue of the SalesPulse we examined the role of the empowered buyer and how the internet had enabled him or her to outwit the poor old sales person. We talked about how professional procurers were doing everything they...
by simon | May 17, 2017 | General
In my time as a sales director in the IT industry, I spent a lot of time trying to understand why we won and lost business. Most of the effort was on the latter. In raking over the ashes with ex customers I compiled a comprehensive list of reasons. Top of the list...
by simon | May 3, 2017 | General
SELLING AND THE EMPOWERED BUYER I have often written about how complexity wastes time and resources and as an outcome wastes money. Today I am going to talk about the empowered buyer and the negative impacts that this phenomenon has on sales and sales people. As an...
