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Thursday, December 12th, 2019
In denial about sales methodology
Are we witnessing the rise of account leadership and the fall of sales methodology? I contend that what customers really want today is so far removed from what salespeople are being told to do that we face a stark choice: replace sales methodologies with real leaders of accounts who are co-creative, deserve high trust and who encourage the agile-change buying…
Tuesday, November 29th, 2016
Does ethical compliance really make salespeople ethical?
Pressure on the sales function has placed the salesperson in the uncomfortable position of dealing with complex, unrelenting ethical dilemmas on an almost daily basis. The sales department has never been more important to the organization. Given clearly established metrics and direct revenue contributions that connect to financial performance, coupled with an essential role in creating customer value, it is…
Thursday, January 28th, 2016
The case for ethical sales behaviour
Ethics is the foundation stone for trust between sellers and buyers. A core task for all sales professionals is to ethically balance responsibility to shareholders with a duty of integrity towards customers. At work, sales professionals are much more likely to be driven by following rules than in their personal lives. Rules are an insufficiently robust mechanism to guide behaviour…