Traversing That Bridge Between Selling And Management
November 08, 2009, 6:55 AM
When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules.

The Sales Leader As A Catalyst
October 29, 2009, 7:00 AM
The Sales Leader’s role is one of catalyst – constantly helping their team to keep up with events, to change in the light of events and to succeed because it is always configured for success ...

Stakeholder Management
October 27, 2009, 8:45 AM
Stakeholder Management is an important discipline that successful Sales Leaders use to win support from others. It helps them ensure that their changes succeed where others fail. By engaging the right people in the right way in your proposed changes ...

What Makes An Effective Influencer?
October 22, 2009, 7:35 AM
Winning influencers share a common set of attitudes and behaviors that ensure consistent success. Studies have shown that they ....

The Importance Of Influencing
October 20, 2009, 2:35 AM
Pushing, bullying, bludgeoning or haranguing DO NOT WORK! Like elephants, people will remember the experience. Indeed, if you force someone to do something you want without taking their point of view into consideration, then the impression that person is left ...

FREE Sales Masterclass - With My Compliments for AB Visitors
October 17, 2009, 5:50 AM
Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e. a massive 80% remain at Level 1 ...

In Praise Of Vilfredo Pareto & His Analysis
October 04, 2009, 5:00 AM
Pareto analysis not only shows you the most important problem to solve, it also gives you a score showing how severe the problem is.

Leadership versus Management
October 02, 2009, 7:45 AM
You can buy someone’s physical presence, but you cannot buy loyalty, enthusiasm, or devotion. These you must earn. Successful organisations have leaders who focus on the future rather than cling to the past. Leaders bring out the best in people.

In Search Of AllBusiness AllStars
September 27, 2009, 5:25 AM
What I can say for certain, is that successful selling has become an exclusive club of highly skilled professionals where, for example, product knowledge, time management skills, objection handling and closing skills are the cost of membership, not leadership.

Sales Training - Ongoing Reinforcement Is Essential
September 26, 2009, 4:50 AM
The dichotomy facing Sales Directors is how they reconcile the fact that most corporations today provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development?