BizSugar.com › User › bmtrnavsky › Voted

What makes a selling process work? The strategy behind it. And by definition, strategy is not random. So why are some salespeople so random in their approach to selling? Read More

Europe is having its fair share of auto sector troubles right now and both Porsche and Volkswagen have been caught up in them. However, the really interesting sector news is about Porsche family firm politics and the downside of BHAGs. Read about their problems and how they could have avoided them... Read More

When it comes to recruiting new salespeople, many hiring managers are at a loss for how to uncover what really makes the candidates they interview tick. Read More

Frustrated by all the objections your prospects are throwing at you? Maybe you need a fresh perspective. This episode of the Sales Management 2.0 podcast will help you work through the objections of your prospects in a dignified and professional way. Enjoy! Read More

So what if you are a sales manager, and you want to make your weekly sales meetings more productive and more relevant? Read More

Imagine if sales people prepared the way runners do for every race. Read More

When dealing with inputting systems into a company what is your thoughts on being trained? Some consider that because they are computer literate they shouldn't need training because a system should be easy to use... I agree, which is why training should be about using the system to help improve your sales process, practices and methodologies Read More

As some may already know, I was once upon a time social media sceptic. While I could see a distant value in using these tools, I remained unconvinced as to how an old fashioned sales gun like me - could generate real B2B sales using social media. If I was sceptical about social media in general, I was entirely sceptical about Twitter. It appear Read More

The author breaks down the elements that help sellers develop trust and credibility with prospects. The point is made that in the absence of those, sellers can not engage in meaningful conversations and a sale will never happen. Read More

There are many macro and micro reasons people buy products and services, but the overarching reason people buy is Read More