The word ‘challenger’ means different things to different people. Why challenger salespeople are important Some may see it as being competitive, and some might think
The sales process is the epicentre of everything in sales—getting it wrong can send shockwaves through your business. A lack of process means salespeople constantly
After completing a sales analysis, you should have a good understanding of what’s working and not working for your sales team and your business at
A near-empty pipeline is never a good sign for a business – and also for the salespeople that are responsible for bringing on new customers.
Miscommunication can cause all sorts of problems when it comes to implementing a company’s sales process – and if there is no formal alignment right
In 2008 the greatest recession since 1929 slammed into the world with full force, which we have come to know as the Global Financial Crisis.
Positioning statements are a short statement (typically 10 seconds or less) intended to capture the attention of potential customers and prompt further discussion. Often referred
Amongst all of your competitors in your marketplace there is only one who can offer their product and/or service for the lowest price point. This
If you don’t have pipeline management in place, you will never be achieving maximum sales for your business. And there is basically no point having
According to Objective Management Group’s statistics from evaluating more than 850,000 salespeople in 10,000 companies, 91 per cent of salespeople still don’t have, or don’t
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