There are some people who shy away from competition, always wasting time looking for the next new idea that no one else has thought...

Not enough is spoken about ‘innovation’ in selling. We cover the sales path, Consultative, Directional, Spin, Challenger, etc., etc., but...

Do your homework – because your customers certainly will. Sales has changed dramatically since the ‘good old days’ of Glengarry Glen...

How to sell opportunities not just products by Mark Blezard

Why great sales executives remember all prospects and treat every one as an asset.

Top 5 tips when Cold Calling

Top 10 Tips When Hiring Sales Executives

Post lockdown returning to sales strategy Let’s start with the great news: we’re coming out the other side! The shutters are being pulled...

What can you expect from sales training? Rather like the film, The Matrix, explaining ROI on sales training is going to get us into deep...

Big data can be like adding sales executives Pretty much everyone these days has heard of ‘Big Data’, but how many firms are actually...

Firms race to stake their claims in the ‘final profit frontier’ Just like the original 1896 Klondike gold-rush, the miners that got there...

A new way to hire sales executives In the financial world, low risk is aligned with low yield, and vice versa, a process known as...

Review and summary of sales talent analytics findings based on data from over 1,000 recent Sales Account Manager assessments. This...

The data analysis provided here offers insight into what motivates “account managers”. Motivators are the extrinsic factors that...

The cost of hiring sales executives is high but mis-hiring is greater Managing sales talent effectively through robust hiring and...

Sales: the last 'virgin department' in most organisations Hiring, developing and retaining salespeople have been something of a dark art....

Sales skills and sales performance, what's the relationship?