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 […]
The Competitive Tender: Sellers Can’t Expect Buyers To Be Monogamous!
Don’t be taken aback when the buyer seeks competing quotes. Instead, only get surprised if he, or she doesn’t. A sales strategy that assumes buyer monogamy is a dangerous one. The Illusion Of The Monogamous Buyer! Sellers should never get complacent. Don’t let an apparent coziness fool you into thinking that the buyer is going to be monogamous! In […]