Selling in the Cloud – Building the Business Case for Your Solution
Buying IT has changed. It is now as much a business decision as a technology decision and that makes the financial analysis of the costs and benefits and the return on investment very important. The implication for those selling IT is that a technically oriented sales pitch is no longer enough! With a range of […]
Re-Energizing Your Team Around Sales Performance Measures
A powerful technique you can employ in your next sales team meeting. Do you want to focus attention on the issue of sales activity and effectiveness among your team? Well here is a very powerful exercise you can apply at your next sales team meeting. It will enable you to get a consensus […]
Calculating How Getting Involved Earlier Could Help You Sell More
In this insight we will help you to build the business case for getting involved earlier in the prospect’s buying process.
The Cost Of Bad Sales Leadership
There is an X Factor among sales teams that is over looked. It is that of leadership in the form of the sales manager. A sales manager who is a leader can transform ordinary sales people into champions; a bad one will hold everybody back. Just this week we saw a great example of this. A […]
When Sales Managers Become Micro-Managers
Contrary to what you would expect the measure of greatness of a sales manager, is not the extent to which the organization is dependent on him, or her. Rather the greatness of a sales manager is reflected in the degree to which the sales organization runs smoothly regardless of the manager’s direct involvement. Similarly, the maturity of a sales organization […]
Sales Sabotage: When Politics and Internal Divisions Retard Sales
Is There An Enemy Within? You have often heard the saying; ‘a house divided among itself will fall’. The same is true of the sales organization. However, in too many organizations the sales effort is retarded by petty squabbles, territorial divides and personality conflicts. There are many organizations that are to some extent dysfunctional when it comes […]
Stress Release for Sales People
A successful salesperson, justifying his purchase of a new carbon frame mountain bike as an investment, first made a statement of the obvious – ‘these are stressful times for anybody in sales’ and then a statement of wisdom ‘you have to have an outlet, or a strategy for dealing with that stress’. Fitness for Success […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
