by steve | Sep 5, 2013 | General, The SalesPulse
THE EIGHT DEADLY SINS OF SELLING If your sales people are committing any of the sins shown below you should take immediate action, as they all reduce your sales capacity and effectiveness. Talking too much Epitomised by the catalogue sales person who starts at page...
by steve | May 14, 2013 | General, The SalesPulse
THE CHICKEN OR THE EGG? During 2011 customer loyalty dropped from 70.3% to 58.8% according to the 2012 CSO Insights report. The reasons for this are many, but the bottom line is that companies need to invest more in ensuring a great customer experience that drives...
by steve | Feb 11, 2013 | General, The SalesPulse
QUALITY NOT QUANTITY Answer these four questions honestly. a) How many potential sales do your people have in their prospect lists? b) How many of them are real, that is they will end up in profitable business for your company? d) Do your sales people know the answer...
by steve | Jan 15, 2013 | General
This article is from Chris Yapp our Senior Public Sector Advisor and can be found on the BCS web site by clicking here
by steve | Jan 2, 2013 | General
SOME NEW YEAR’S BUSINESS THOUGHTS Happy New Year. In this edition of the SalesPulse we focus on some thoughts that we believe will enhance business performance in 2013. Our quote this month is about focus and we should all focus on what is important, and the...
by steve | Nov 7, 2012 | General
On average sales people spend much less than 50% of their time with customers. The bigger the company, the less customer facing time they have. In fact, in a recent survey of Chief Sales Officers, the lowest recorded amount of customer facing time was a dismal 17%....
