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Thursday, April 7th, 2016
Roger Brooksbank and Zahed Subhan explore how salespeople can help to grow a customer-led organisational culture. Abstract Since salespeople are at the cutting edge of a company’s overall marketing effort it means their knowledge of marketplace dynamics is second to none. High-performing companies understand the value of this knowledge and harness it by involving them in growing a truly customer-led…
Monday, July 6th, 2015
New research suggests the most successful programmes pursue a calculated blend of sales training and coaching activities. The bar has been raised. In a world where businesses are becoming increasingly proficient at managing a range of multi-channel, multi-touch and highly customer-focused interactions, how can we ensure that our newly recruited salespeople measure up to customers’ expectations? Toward this end, many…
