Whatever label we choose to hang on our new preferred style of selling, there will be considerable implications for sales management. It is my view that for companies to remain competitive now, their sales organization must be able to respond rapidly and positively to the numerous changing tides post-COVID As businesses strive to establish a […]
The Obvious Benefits of Taking A Team Approach
According to recent research it has been suggested that team selling increases your chances of closing a deal by more than 250% compared to selling solo. Team selling brings people together from across the organization and externally, with each playing a role within the sales process. This collaboration enables us to populate the team with “specialists,” […]
An Abundance of Managers But a Paucity of Leaders
One of the questions I am most frequently asked is what are the key differences between a leader and a manager and this is the best quote I have ever read. It succinctly describes those differences. “There is a difference between leadership and management. Leadership is of the spirit management is of the mind. Managers […]
Sales Managers – A Tip for Finishing the Year Strongly
A More Disciplined Approach There are two escalating pressures in today’s marketplace that are creating a need for a more disciplined approach towards sales opportunities: The need to be more specialized and individualized in dealing with clients because we can no longer afford to treat all situations in the same way. The reality of competition […]
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