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 […]
Does Professional Selling Have A Future With or Without Technology?
“My interest in the future is because I am going to spend the rest of my life there” – Charles Kettering. There will always be; has to be, on-going, and lively debate – I suspect it even occupied the thoughts of Homer and his peers, after all “selling” is the oldest profession in the world! […]
Do You Know What You Don’t Know?
It has been suggested that “ignorance is bliss” but I am afraid that I do not subscribe to that viewpoint in any way. This is particularly true in the harsh and sometimes unforgiving sales arena, where careers can be destroyed overnight, and lives changed forever In the old days, long before the Internet was even […]
A New Type Of Sales Approach For A New Type Of Customer
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 […]
When The Leaders Are Leading, The Pack Will Follow
Unfortunately, most salesmen and women believe that a successful career in sales culminates in sales management, and yet there are of course far less management positions up for grabs than sales positions. As a consequence, salespeople with this attitude concentrate on making sales rather than investing in themselves in order to become Top 5 % […]
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