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There are some common characteristics that separate great sales people from the crowd. PRIDE is one and an acronym for specific attributes these sales people possess, over the next couple of weeks we will highlight all five, starting with Proactive today. Why is it that some sales people never move past being reactive, and take advantage of all the opportunities in being truly proactive Read More

While it is true that people buy from people, long term customers stay because of much more. One way to ensure you can establish closer links with your customers is to ensure at least four deep relationships between the two companies Read More

Looking for some input on which smartphone to buy. Do I go with loyalty, or stretch and convert? Take a read and have your say Read More

In sales as in other aspects of life, it is not how big, but what you can do with it. Sellers need to focus on the impact of their solution for the buyer rather than how big or bad it may be Read More

Having a sales process is not like having a piece of art that you can hang on the wall, admire, show your friends as it gains value. If it does not get executed, it have no value, and is likely costing you sales and good people Read More

If the sales process is not for everybody on the sales team, how do you determine who it is for. Is experience a factor, or should it be purely based on numbers? Or is it in fact to be adhered to by all Read More

Sometime sales people put too much emphasis on the wrong part of the challenge. Instead of trying to do everything right, why not just eliminate what you are doing wrong first Read More

There are a number of different sales methodologies, techniques and courses, but in the end they are only as good as the execution. Execution - the silver bullet in sales, everything else is just talk Read More

Having a shorter sales cycle is good for a number of reasons, but many take the quest to far. The goal is to have the optimal duration to a cycle, and then concentrate efforts and energy on having ample of the right type of prospects in your pipeline Read More

Selling without cold calling can be alluring, relying entirely on inbound marketing can sound easy and modern, but neither is as effective as getting to a potential buyer before they are even thinking of being a buyer. Engaging with buyers in the Status Quo can yield large and loyal results Read More