Sales | The Portfolio Partnership

Customer Development – The Tourist v The Resident

by Ian Smith | Nov 14, 2012 | Sales - Farming

Are your sales team tourists or residents? A tourist rarely has time to map out all the streets, investigate their favorite Thai restaurants, get to know local people, build relationships with the natives. A resident on the other hand puts down roots. Builds...

Time Management Tips for Sales Teams

by Ian Smith | Aug 22, 2012 | Time Management

One of the scarcest of resources anyone has, especially busy salespeople, is time. Planning your quarter is essential to maximize your sales performance. Below are listed tips to help you maximize your time and your income! Clean up the forecast Decide the Priority...

Playbook #3: Sales

by Ian Smith | Jul 19, 2012 | Selling

Last week we discussed the essential ingredients of the Marketing Playbook. This week we turn to Sales, Playbook #3. However it is important to understand that all of The Playbooks can only succeed if they are aligned and integrated. Again your Sales Playbook will...

How Do You Train a Sales Team?

by Ian Smith | Feb 11, 2011 | Sales Process, Sales Tips, Training

Sales processes, CRM systems, sales trainers, sales professionals are all becoming more professional, more sophisticated but are close rates getting any better? The trouble with most sales training whether supplemented with great outside consultants, or not, is that...