I have just been working with a business that once owned its market but sales are now falling and relationships built over years are being lost to new players commoditising the product so price is the dominant purchasing criteria. In the past the brand was so strong that sales people turned up, exchanged pleasantries, […]
Can one size fit all? NO! One size fits all or spray and pray using the latest sales methodology in the hope being that enough will stick to raise results can work at least in the short term before business as usual returns. Sales Managers though tell us that although the new method is often […]
The law of unintended consequences can create a strange effect on managing the sales force.
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In a recent article from Keith Francis of Evoluti he questions whether sales process is as powerful a facilitator of sales as we are led to believe.
The two dimensional sales person is very much like the small business owner who went into business because they had a passion for their product but only ever get so far.