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Monday, February 19th, 2024
Of course, every new salesperson needs to have a clear understanding of what they are selling. But product knowledge is never enough to ensure success. Bob Apollo lists five things every new (and existing) salesperson needs to master: +
Monday, February 19th, 2024
For many salespeople, their obvious career goal is to advance into sales management. Unfortunately, this can turn into a frustrating move. Here’s what aspiring sales managers need to consider: +
Monday, February 19th, 2024
UTISC – University of Toledo Invitational Sales…
Friday, February 16th, 2024
What should a salesperson expect from their first few days in a new sales role? I suppose this article could have been titled “What do I wish I had known or done in my first day as a salesperson?” And maybe I might have benefited from reading it then – but that was a long time ago, and in a…
Friday, October 13th, 2023
Sales managers have a responsibility to identify, understand and address the root causes of individual underperformance in their teams. Here are a few of the key considerations: +
Friday, October 13th, 2023
No matter how comprehensive the training programme provided by their employer, salespeople need to establish and implement their own personal development plan. Bob Apollo highlights a few key considerations: +
Friday, October 13th, 2023
Steel City Sales Challenge hosted by Duquesne…
Wednesday, October 11th, 2023
Do salespeople have time to learn? +
Wednesday, October 11th, 2023
Underperformance is not just about the individual; it can be a structural issue too. It would be an exceptionally lucky or gifted sales manager who has never had to address the issue of underperformance at some stage in their management career. Sometimes the causes appear to be external – changes in the market environment over which we have little influence…
Wednesday, October 11th, 2023
My Coaching Promise ensures sales professionals have better sales conversations. In today’s hybrid world of both face-to-face and virtual customer conversations, ensuring the best of the limited time we get with customers is paramount. I find it odd that it’s taken for granted that sports professionals have multiple coaches, yet sales professionals struggle to get time with their managers, who…
Wednesday, September 6th, 2023
SEASAC-South East Asian Sales Competition hosted by…
Tuesday, September 5th, 2023
Continuing our new series of sales tips, Bob Apollo discusses five things to bear in mind when preparing for your next significant sales conversation. How we plan and prepare for a sales conversation has a huge impact on the outcome. Preparation: +
Tuesday, September 5th, 2023
Survey analysis from the somewhat unlikely source of casinohawks.com has found that employees in retail, healthcare and sales report being the unhappiest with their managers, most commonly attributing their dissatisfaction to low pay, micromanagement and a lack of communication. By comparison, employees working in the creative arts and design and charity and voluntary sectors were found to have the most…
Friday, September 1st, 2023
Navigating the transition from sales to sales management. For many successful and ambitious salespeople, their first move into sales management is perhaps the defining moment in their career. Some will succeed. Some will fail. Some will make the move and then wish they had never abandoned the simpler life of a salesperson. And some will remain perfectly happy avoiding the…
Monday, July 10th, 2023
Keystone Sales Challenge hosted by Bloomsburg University,…
Wednesday, July 5th, 2023
Congratulations to all the students who participated in the European Sales Competition (ESC) hosted by Wittenborg University of Applied Sciences in Apeldoorn, Netherlands during May and June. This year’s competition saw twin parallel finals. Students were split into two groups, one selling software from ATOSS, a European company selling workforce management software, while the other main sponsor was TeamViewer, another…
Wednesday, July 5th, 2023
German digital media monitoring service PMG Presse-Monitor has expanded its management team with the appointment of Michelle Harold as Vice President Global Sales. She will lead PMG’s international sales team from 5 June. With her extensive experience in the digital transformation of content, Harold will lead PMG’s market expansion based on the company’s ongoing investment and commitment to innovation in…
Wednesday, July 5th, 2023
UK merchant banking group, Close Brothers Asset Finance is inviting applications to join its sales academy, which aims to attract new and diverse talent into the sector from across the UK. Six positions are available in this year’s sales academy, and experience in finance or sales is not a prerequisite. The role is being advertised at £32,500 basic salary plus…
Friday, April 21st, 2023
RNMKRS-Spring 2023 (virtual) April 12-13, 2023https://www.rnmkrs.org TCCSTC…
Thursday, April 20th, 2023
This paper has been adapted from the author’s Masters project and discusses how leaders can best cultivate “superpowers” that are applicable to multi-generational organisations and teams. When exploring the different generations, I came across many different descriptions and definitions. To avoid confusion, I have decided to use the definition from Purdue University: The aim of my research has been to…
