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The SalesPulse is the market leading sales newsletter in the United Kingdom and has been published for over 10 years. We have published over 120 issues and should you want our views on a particular topic, please contact Steve Rowe.
To read the previous issues of the SalesPulse, see below for the links.
6 Skills of Self-Made Millionaires That You Should Be Using Too
If you enjoy reading about Elon Musk, there is an inspiring article to read from Entrepreneur.com. It will help you assess whether you are on the right track to emulating him!
I often read these kind of articles and find them to be patronising or esoteric, but not this one. It's insightful,...
10 Things People Selling Do That Make Them Seem Desperate
Have you ever been guilty of one or more of these? I know I have. It's very easy to assume we know all we need to know when it comes to selling, but it's not true. In today's fast-paced economy, we need to continue to learn.
I recently signed...
The SalesPulse May 2017
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 can to commoditise your offerings. The two...
This could surprise you
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 SalesPulse™ Blog, April 2017
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 introduction though I would like...
The SalesPulse™ Blog, March 2017
In the last two issues of The SalesPulse™, which you can see in our blog, we have discussed how you utilise your resources in a harmonised manner to tackle your challenges. We have used sales effectiveness as an example, after all this is a sales newsletter! In the January edition we identified your...
The SalesPulse April 2017
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 introduction though I would like...
Death of Face-to-Face Selling?
There's a lot of noise on Social Media about the demise of face-to-face selling, thanks to latest trends. I doubt we will ever see this in the B2B world, as people have - and always will - buy from people.
What has changed though, is the influence of Social Media on...
Moving towards best practice
If you'd like your business to be operating to Best Practice, start with your Sales function - whether it's you personally or you have a dedicated sales team.
According to the well-respected Aberdeen Consulting Group, “..to achieve Best Practice, companies must:
Acquire sales training expertise and then “train the trainer” to capture...
The SalesPulse March 2017
HARMONISE ALL YOUR RESOURCES TO IMPROVE SALES EFFECTIVENESS
In the last two issues of The SalesPulse™, which you can see in our blog, we have discussed how you utilise your resources in a harmonised manner to tackle your challenges. We have used sales effectiveness as an example, after all this is a sales...
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