Blog

6th May 2020

5 Ways to Overcome Social Distancing Barriers in Complex Sales

Businesses are planning for a return to office working, with some staff continuing to operate from home. With Harvard Business School predicting that some social distancing […]
15th April 2020

How to Flush out Sales Showstoppers in Complex Market Conditions

Delayed or lost deals are a stark reality of the current global corona virus pandemic. Gartner CSO research suggests that nearly 70% of B2B customers feel […]
6th April 2020

Developing Sales Skills in Disruptive Times

What difficult times we find ourselves in. I was touched, like most, by the words from our enigmatic Queen at the weekend. We are all facing […]
26th March 2020

How to create a Framework for Robust Sales Process Management

In opportunity and pipeline management, sales leaders can inadvertently place a great deal of stress on the activity levels of their sales people. They may be […]
18th February 2020

7 Ways to Equip Sellers to Negotiate and Win Big Deals

Much negotiation training concentrates on the methods that buyers can use to get a good deal from salespeople. The buyer apparently has power over the seller. […]
25th October 2019

Achieving Predictable, Consistent and Reliable Sales Forecasts in Complex Sales

Do you find that opportunities slip from one month to the next, sales professionals are over optimistic, dead cert deals come to nothing and time is […]
19th May 2016

CRM systems – Are they all they’re hyped up to be?

Do you remember the disappointment you felt as a child, when you had asked for a particular gift for your birthday, and what you actually received […]