Why would you waste time planning what might never happen when there is work to be done and it needs doing now? Is Project Management the problem or the solution?
The practise of offering rebates to customers rather than upfront discounts is becoming more and more common in business to business sales environments. What are the benefits and risks?
Many businesses have Key Accounts and Key Account Managers and most Senior Managers agree that effective Key Account Management is important. So why are the results often disappointing?
Do your Sales People understand your strategy? More to the point do your managers? This article illustrates where the issues lie and also what to do about them!
Many sales managers coach more frequently than Sven Goran Eriksson, so why is it so difficult to get sales people to practise their skills?
It is said that using a value selling strategy is a better proposition for companies because it attracts loyal customers. If this is true why do we find ourselves under pressure to discount?
It is a fact; no matter how many riots are started, we are all being impacted by globalisation, both in our personal lives and business. How should sales people respond?
It’s a difficult time for Sales Managers and their teams: where should their focus be?
With the publication of Delia Smith’s latest book we celebrate this national treasure by examining the recipe for a successful sales team!
For anyone feeling the pressure or the pace, here are some tips to help you get more done!
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