Sales in the services industry is hugely complex. Tenders are tome-like, requiring legions of consultants to model approaches and provide detailed costs, especially if your firm works with financial services companies or in the public sector. And identifying stakeholders [...]
With the current corona climate and businesses tightening their belts, the odds are that that the growth trajectory will flatten somewhat. Of course, what that means for you in real terms, is that competition will get more fierce. So [...]
Reading articles recently about selling and sales management I’ve noticed a trend towards new approaches like sales 2.0, social selling, the new way to prospect etc. where they often discuss the pros and cons of measuring or tracking the [...]
We’ve all worked in organizations where the sales team sometimes work by the seat of their pants, there’s no real direction from management other than hit your numbers and get that sweet dopamine rush for every deal you close, [...]
During this period of economic, social and personal uncertainty it can be easy for a sales leader to focus on themselves and their own problems rather than that of their team. Evidence tells us that doing things for others [...]
