by steve | Nov 7, 2013 | The SalesPulse
PLAN BETTER, ACT BETTER By the end of October there will be just 38 selling days left until the end of the year. From our regular contacts with our readers we know that right now it is definitely all hands to the pump to close those all important orders before...
by steve | Oct 14, 2013 | General, The SalesPulse
ARE YOU SURE YOU UNDERSTAND YOUR CUSTOMERS’ NEEDS? Telepathy would be such a wonderful skill as it would mean that all of us would understand our customers’ needs without having to do any work. Unfortunately so would our competitors. In the mean time we...
by steve | Sep 5, 2013 | General, The SalesPulse
MANAGING THE CHANGING WORLD OF SELLING Customers today probably know more about your products and services than ever before. Gone are the days when a buyer who wanted information on a product or service called up the reps of potential suppliers who provided such...
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 | Jul 11, 2013 | Customer Experience, The SalesPulse
FUNNELLING YOUR EFFORTS IN THE RIGHT DIRECTION Our quote this month from Adam Smith, pioneer in the world of economics and free trade rings very true in today’s business environment and has a huge impact on the world of professional selling. There is never a...
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...
