The trend for inside sales is not coming—it has fully arrived at our doorstep. Rising fuel and labor costs have soared, and because of intense competition, the prices of our products and solutions have largely flat-lined—as have sales achievement levels. Companies have been forced to examine the complete cost of outbound sales and what they discovered […]
Is it Time to get rid of a Few Salespeople?
“So Jonathan, are there too many salespeople in the world?” That’s not really a question one expects to be confronted with at a private dinner party. Unfortunately, like those poor medical practitioners who are regaled with requests for advice on everything from ingrowing toenails to haemorrhoids, I have kind of accepted that if any of […]
Five Magic Words and the Sales 3.0 Customer
Customer Expectations Have customers changed? In a word – yes! But you knew that already. How have they changed? They: Are more demanding Have higher expectations Have a more pressurized lifestyle Want everything, but don’t necessarily want to pay for it Are less tolerant Want more for their money, time and effort Are driven by […]
Whatever got you where you are today will not be sufficient to keep you there in 2016
A rapidly changing environment is the regular background against which organizations must develop. Change is continuous and will become more rapid as we move forward over time. Senior management must be capable of reacting to those changes, be prepared to take advantage of them and yet stay within the overall framework and agreed strategy. The […]
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