Sunday, December 24th, 2017
Trailblazing sales professionalism
The first participants in a landmark government…
Wednesday, May 24th, 2017
How best to communicate a price rise?
No one likes having to inform customers…
Thursday, April 7th, 2016
Listen, validate, inspire
Jim Steele, President of Worldwide Sales and Chief Customer Officer of InsideSales.com talks about the use of cutting-edge science to accelerate sales for some of the world’s top companies. To have the chance of one “rocket ride” to success in a career is exciting enough. But Jim Steele, Chief Customer Officer of Provo, Utah headquartered InsideSales.com is now riding his…
Saturday, October 31st, 2015
It’s all about the client
Authenticity, cultural fit and solving client problems are just some of keys to selling professional services, reports Chris Alder. Too many people in professional services do too little to understand the business of their clients – let alone clients’ specific issues and concerns. That’s a startling conclusion from a white paper published by sales training specialists Huthwaite International.1 Add in…
Saturday, October 31st, 2015
Do you qualify as a winner?
The rewards for going after a choice piece of business can be huge, but making the right decisions can mean life or death. In today’s fiercely competitive environment the consequences of failure can indeed be career changing – for all the wrong reasons. Qualifying sales opportunities effectively is arguably the most important thing any company large or small will do,…
Tuesday, July 7th, 2015
Neil Rackham on sales excellence
Renowned sales researcher and thought-leader Professor Neil…
Monday, July 6th, 2015
Fixing the broken financial services model
How can sales survive in a banking sector beset by scandal? Interest rate hedging products where businesses were mis-sold complex insurance deals… tax dodging… manipulation of the London interbank lending rate (LIBOR) to boost profit from trades… money laundering… the manipulation of foreign exchange rates by out-of-control rogue traders – these have been the scandals which for many have come…
Sunday, July 5th, 2015
Hard yards
Head of sales for global snacks company Mondelez International, Andy Tosney talks about how simplification and standardisation of sales processes is transforming the organisation and delivering a powerful boost to company revenues. Andy Tosney is passionate about what he does…. “I’ve never had a day in my life when I’ve woken up and not wanted to go to work. I…
Saturday, April 11th, 2015
Challenging Challenger
The debate swirling around the controversial “Challenger” approach to selling has raised important questions about the way ahead for the sales profession. Chris Alder investigates. It’s probably fair to say that few books on the art of selling have caused quite so much of a stir as the one published in 2011 entitled The Challenger Sale – Taking Control of…
Saturday, April 11th, 2015
Big data just got useful
From online shopping outfits to industrial conglomerates, airlines to pharmaceutical companies, businesses of all shapes and sizes are tapping into the immense resource that is business intelligence. No more do companies have to rely on out-of-date information on which to base key business decisions. Casey Stengel, the 1950s American Major League Baseball outfielder, famously said: “Never make predictions, especially about…