The New Sales Playbook for Manufacturers – 5 Moves
Last week the WSJ highlighted a fascinating study published by The Boston Consulting Group (BCG). The study claimed: Adjusted for productivity, US average labor costs by 2015 will beat Japan by 18%, Germany 34% and France 35%. It details how declining energy...Selling – Using Your Voice On a Phone
On Aug 27th the WSJ published a great little article –“Bosses Say Pick Up the Phone”. It highlighted the dangers of our younger generation failing to use the landline phone especially in a sales role. The Millennials obsession with the smartphone has created a...10 Moves to Progress Sales Leads to POs
Sales professionals are always under pressure to build their pipeline and then crush it! But what’s working to really progress leads all the way to the bank? How do you progress deals in today’s uncertain environment. This is what’s working in the...The Art of Prospecting is Dead – 15 Tips to Change That!
I was chatting to a good friend the other day who leads one of the leading Sandler Sales Training Practices in the US. His key takeaway from the last 5 years – sales professionals have lost the art of prospecting! I’ve blogged about the inbound marketing...
IBM’s Rometty Gets Blunt With Workers
The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in real money! The main reason sighted for the disappointment – sales staff had failed to close a number of valuable software and hardware deals. It...Operational Excellence For Exits
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