by steve | Apr 2, 2015 | The SalesPulse
TO PARTNER OR NOT TO PARTNER, THAT IS THE QUESTION Not everybody needs to partner, and even if they do they, might not want to. There are lots of good reasons for partnering, but equally there are lots of downsides too. Successful partnerships need a lot of work and...
by steve | Mar 17, 2015 | The SalesPulse
LEADERSHIP DOUBLES YOUR PRODUCTIVE SELLING TIME I started the last SalesPulse with the question below but deliberately chickened out of giving the answer. How much time do your sales people actually devote to selling and how much of it is productive? However, I...
by steve | Jan 29, 2015 | The SalesPulse
DOUBLE YOUR PRODUCTIVE SELLING TIME How much time do your sales people actually devote to selling and how much of it is productive? There have been many studies on this subject and as many answers. The only way to be truly accurate is to carry out a study of your own...
by steve | Jan 6, 2015 | Business Comment, The SalesPulse
SOME THOUGHTS FOR BUSINESS SUCCESS IN 2015 Happy New Year. The respite is over and another set of challenges are on your desk. In this brief newsletter I am going to offer ten answers to the question, “What is it we can do to improve our chances of...
by steve | Dec 16, 2014 | Business Comment, The SalesPulse
CREATING CUSTOMER VALUE MAKES YOU DIFFERENT In last month’s SalesPulse I talked about how buyers were commoditising our offerings to negate those characteristics that make us different. There is research to support this statement; for example in the US SSI Data...
by steve | Nov 17, 2014 | The SalesPulse
“WE DON’T NEED SALES TRAINING” It is amazing in this day and age that there are many people in selling who have never been trained and if they have it was many years ago. Buyers are so much more educated and knowledgeable these days that they know...
