If buying is becoming more bureaucratic, then what are the implications of this for sellers? We asked sellers to share their tips on how to sell more successfully…

Traditionally salespeople have relied on sales proposals, closing methods and negotiating techniques to conclude the sale. However, in the face of growing buyer power and sophistication, these outdated…

This years hot topic among sales managers is the issue of sales process.  Now, process is not a term that one associates with manufacturing, or other areas of…

Managers are increasingly adopting a scientific approach to sales process improvement; but there are many lessons to be learnt from some two decades of process reengineering in other…

Is Sales The Engine Of Your Business?

Many companies are facing an uphill struggle to regain lost ground in respect of sales and profits as world markets slowly return to growth.  But, which companies are…

Vorsprung Der Sales Technic!

Progress through sales technology! Two decades ago an advertising executive took a factory sign and turned it into one of the most globally recognised of marketing slogans.  The…

Gaining Access To C Level Executives

Sales people and their managers cite gaining access to senior level managers as one of the key impediments to identifying new opportunities and accelerating sales cycles. Like us…

Are You A Peer In The Boardroom, Or A Vendor In The Hallway?

If a book promised to show you how to "become a peer in the boardroom…instead of a vendor waiting in the hallway!", would you read it? Well, that…