Proposals have a special place in the mind of many sales people. They are one of the milestones of the sales process and are often the...
Following on from the article in the last issue of NZSM, ‘Hiring your next superstar – making the most of the interview and selection process’, ...
Does your business have dedicated account managers and salespeople? Larger enterprises will have both account managers and salespeople, as well as a dedicated marketing team. You...
How many sales efforts do you know of that don't claim to be about selling "value"? Finding individual sales people or whole companies that don't boast...
If all you business owners reading this were not doing what you are doing, would you be working as an employee for a different company as...
We received a cold telephone call at home a couple of weeks ago from a company offering private tuition for children.
Have you ever bought a house? No sooner than you buy the house than the real estate refers you on to an insurance agent. And a...
Sales Opportunity Qualification is one of the most valuable skills for a professional salesperson to develop.
Whatever your type of business, this time of year is all about Christmas, holidays, the end of one year and the beginning of a new year...
There are a lot of ways that small business owners can encourage repeat business and still offer benefits to their customers. A direct sales business thrives...
Most companies these days are familiar with the value of a CRM system in relation to storing relevant client data and details, but there are other...
Casually flicking through the latest tech magazines (as you do in this industry) I was struck with one thought – every publication mentions cloud computing at...
Do closing techniques still have a place in the consultative sale? Traditional sales training used to include a focus on teaching sales people a number of...
During training sessions, the people working in those industries talk about their favourites but there is always one that becomes the problem they have the most...
How do we ensure our communication is understood? How do we get communication to be relevant, interesting, and exciting to the other participant?
As an Expo exhibitor and visitor, it often surprises me how little thought seems to be put into preparation of the stand, and how unprepared the...
