Yes, it is true, customers and prospects are still marching, but they are no longer marching to our drum – by “our” I mean us sellers. They have wrestled the drum away from us and they are now organizing their own marches. They decide if, and when, we are invited to join them – except […]
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 […]
Communication Still Makes the World Go Round
Every time we communicate with another person – by whatever means – it is an opportunity. Opportunity to do what? An opportunity to demonstrate our professionalism; our knowledge; our rapport building skills; our commercial bandwidth; our empathy; our personality; our warmth? There are so many communication mediums open to us today: The telephone is still with us […]
Have You Identified The Golden Egg(s) Nestling in Your Basket?
From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some companies, salespeople are brainwashed into believing that “all business is good business.” And of course, we do not challenge this fallacy, simply because we don’t know any better – we are on […]
Why I Take an Interest in Anybody and Everybody – Do You?
The first thing to realize about networking is that everyone you meet is a useful prospective network contact. This seemingly simple fact is often overlooked, as people engage in their own private screening process before they will talk to anyone. There is obviously a line to be drawn between talking to anyone and everyone in […]
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