If we start from a position of agreeing that as human beings we are all different, then we must also concur that all prospects/customers/clients are also different: In terms of their commercial requirements, they each have a unique set of values, their own way of doing business – and how they expect the buying cycle […]
If You Don’t Understand It How Can You Manage It?
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and of course the competition. But even […]
You Cannot Manage What You Don’t Understand
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and of course the competition. But even […]
The Story of Percy the Persistent Pigeon
I have never contemplated the fact that I might be even slightly voyeuristic, but now I am not so sure. You see, for the past month, from the comfort of my study, I have sporadically been witnessing the exploits of a very resilient pigeon, who I have affectionately named “Percy” – and yes, my choice […]