Leadership has been defined as “the ability to inspire willing action” Emphasis is placed on the “willing.” But to understand leadership, we need to delve a little deeper than that. One thing which experience has proven over and over again down through the ages is that when any group of people are thrown together for […]
The FIVE Critical Sales Challenges Facing Every Company, Everywhere in 2020 ….
I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. Challenge One: Finding the Opportunities I am continually surprised to discover just how few companies have a formal business development strategy. The norm appears to be “If we […]
Selling in 2020: The Survival of the Fittest?
There is an air of inevitability that at some point, in the not too distant future, many of the tasks now routinely handled by “salespeople” will become automated – in fact, it is already happening. Commoditization virtually eliminates seller-buyer human interaction and, at the time of writing this, it is a B2C “phenomenon.” It is […]
The Sales Cabinet for More Consistent Sales Achievement Levels in 2020
Although the debate has been raging since someone first sold something to someone else, it is my personal belief that selling is both an art and a science. To put it another way, a salesperson’s skills determine their level of artistry at selling and their strategic planning provides a scientific platform for their sales activities. […]
Is it Possible That Our Customers and Clients Have Become Irreversibly Promiscuous?
I suppose another way of framing that question is to ask you if you think customers and clients still value long-term relationships? Let’s look at what we know: All of our customers and clients are more informed than ever and typically enter the sales/buying cycle much later than they used to – you must be sick […]
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