Strategic clients require more from you than other clients. All clients are important, but your strategic clients have a different set of needs. They need you to be more engaged,…
Motivate Your Sales Force Through Intelligent Workplace Design
Selling has become significantly more difficult in a market where products are commoditised, and an agile, responsive sales person is often the most significant competitive edge that a company has.…
Why Sales Ops Is So Hard To Get Right
When Xerox first established a sales operations group in the 1970s to take on activities such as sales planning, compensation, forecasting, and territory design, group leader J. Patrick Kelly described…
Run Sales On Data, Not Hunches
Decision-making at big B2B companies is often skewed by anecdote and myth: A worried report from the most vocal sales person about a competitor’s latest move; a customer complaint that…
4 Roles Every Marketing Organisation Needs Now
The emergence of data science and the proliferation of new media channels has radically changed some traditional marketing jobs, while creating new ones. As a whole, all these changes are…
10 Reasons Social Selling Is Failing
1. Lack of Content Your social selling programme isn’t going to work without content. You may want to make noise on the social channels, and you may want attention. You…
7 Deadly Interaction Sins & How to Fix Them
Despite our best intentions, each of us has committed a sin or two against audience interaction when organising an event. Despair not, sales event planners. It’s not that hard to…
The 3 Traps of Selling Conventionally in Complex B2B Sales
Prospect, qualify, present and close. These are the basic elements of the conventional sales process that most sales organisations and salespeople still follow today. The conventional sales process is the…
What Keeps Colleen Jacobs Engen Running
Vital stats Leader: Colleen Jacobs Designation: Chemicals and Special Products Manager, Engen Sales and Marketing Division Role: Responsible for national sales and marketing of the chemicals business, with a team…
Make New Habits 20 Seconds Easier to Start
What stops you from making the changes you know you should? Shawn Achor, the bestselling author of The Happiness Advantage, says it’s “activation energy.” That’s the energy it takes to…