Monthly Archives: February 2016

Planning for Sales Success

Planning for Sales Success

To enter into a battle without a plan is the height of stupidity and arrogance. Such generals should be put…

Are CRMs Putting Our People Last ?

Are CRMs Putting Our People Last ?

  First a caveat: It have nothing against technology, in fact, I am a big fan of it and believe…

So what?

So what?

The sales rep stood with an air of quiet confidence, as a hush fell over the room. All the key…

Managing Salesperson Performance the Right Way

Managing Salesperson Performance the Right Way

 An article by John Dougan As leaders, we need our employees to achieve, yet we consistently misinterpret performance as an independent…

7 easy steps to create an effective customer focused value proposition

7 easy steps to create an effective customer focused value proposition

Value propositions are notoriously difficult to craft, particularly in B2B. If you Google “value proposition” you’ll see a vast range…

Realigning CRM and Business Engagement

Realigning CRM and Business Engagement

How sales engagement is changing and what we need to do to stay ahead of the wave in order to…

How Top Salespeople Have Perfected Asking For The Order

How Top Salespeople Have Perfected Asking For The Order

I remember hearing someone say once ‘Bernadette, the answer is always no, unless you ask’ and I have always remembered…

Hungry or Starving?

Hungry or Starving?

Ever watched survival shows? If you have, you will have seen the effects of dire hunger, hunger bordering on starvation….

B2B vs B2C Selling – Why Content Publishing Reigns Supreme

B2B vs B2C Selling – Why Content Publishing Reigns Supreme

  On average in business-to-business (B2B) selling there are more than 5 people within the customer organization involved in the…

Leads are the Raw Materials of Selling – Manage Them!

Leads are the Raw Materials of Selling – Manage Them!

There is a quote in business that has been attributed to many people over the years…“Nothing happens until someone sells…