I believe that the traditional customer call once seemed indispensable to the selling process – the time and expense involved were just a basic cost of doing business. In recent years, however, the business community has come to regard the sales call as an expenditure for which there are substitutes. For many companies telemarketing, video […]
Is Sales Technology Helping or Hindering Current Sales Achievement Levels?
Here is the reality: Even companies that enjoy the luxury of clearly superior products realize that those products will not sell themselves. At 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, […]
“New Age” Selling Requires “New Age” Management
Whatever label we choose to hang on our preferred style of selling, there are now 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. As businesses strive to establish customer orientation, sales […]
The Globalization Of Business – The Most Sought After Commodity is Knowledge
One of the most profound effects of the Internet age is the “shrinking” of our planet. Advances in computing, Internet connectivity and mobile technology bring people together in ways we never could have imagined. A colleague, friend, business prospect or complete stranger is never more than a click away. This globalization of business and, at […]