Blogs
John Hanson, Sales Director, Bausch & Lomb, Technology Implementation
Many sales directors have an uneasy relationship with technology. On the one hand, there is a seductive appeal to dashboards, CRMs, analytics, pipeline management …
Coaching the Plan
If you did a good job of target setting everyone in the sales team knows what they have to achieve early in the year. …
Sales Processes
What makes a good sales process? A little known research paper published in the Spring of 2008 (Barber & Tjetje) put forward the case …
Sales and Procurement Research
Selling Interactions and Four Pillars Consulting will soon be doing research into sales organisation’s knowledge of procurement methods. Watch this space for more news …
Target Setting
For many people, January is like spring: A new start, a clean slate, a new year and a new target. The festive season has …
Peter Rouwen, JP Morgan, Executive Director Worldwide Securities Services
Introduction In the world of complex financial services, following a sales process is not just a nicety, it’s a necessity: With risk and compliance …