Defining just what makes a leader effective remains as difficult today as it ever was. But that does not prevent us from seeking to distil their secrets – quite the reverse. Of course, there must be almost as many theories on leadership as there are leaders themselves and models for the best kind of leadership […]
Post-Mortems Are Not the End, But Rather the Beginning
I wanted to share some thoughts on what should occur every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when you win a bid/potential order etc. So, let’s begin by considering what happens when you lose – or should I say you fail to win: The most common “excuse” […]
Creating a Sales Environment That Promotes Problem-Solving
Salespeople have their own unique sets of beliefs, some of which limit their potential in sales. For instance, as we are witnessing now, during a pandemic, some members of a sales force may believe that strong sales are impossible. But if one person increases their sales, what seemed an inevitable fact will suddenly appear more […]
Holding Back the Years (Or the Inevitable?)
Ten years ago, I wrote this article …. “Far too many companies have devalued selling for far too long and some business leaders have even convinced themselves that they would do better if they did not employ salespeople – after all good products sell themselves, don’t they? As a consequence, until very recently, salespeople have […]
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