Blogs
Voice of the customer in SFA implementation
So much of the debate in social media and “best practice” forums about sales force automation (SFA) focuses internally. For example, there are reams …
Closing the knowing doing gap
We have spoken before about the fact that “What gets inspected gets respected”. Being at half year, June is a good moment to dig …
Planning for 2013
It may sound crazy when you are in the thick of delivering Q2 results to take an eye off the ball and think about …
The value of a good manager -Stewart Adams, National Sales Manager, Link 51
Of all the studies of sales effectiveness, first line management has been implicated in countless studies as one of the most effective levers of …
Lake district here we come!
All preparations are ready – the drybags are packed and we are nervously keeping an eye on the awful UK weather in the Lake …
How do procurement staff see sales people?
David Atkinson has written a really interesting article about how the procurement function sees sales people. You can accesss it here http://www.fourpillars.co/how-procurement-sees-the-sales-profession/ We will …
Buyer’s trust of sales people
Whenever researchers use “meta-analysis” to draw conclusions, you can be sure of 2 things: First, the results are worth taking seriously and second, only …
Knowledge management in sales
In February 2000, Harvard Business Review published a paper entitled “Communities of Practice: An Organisational Frontier” (Wenger & Synder). The exposure that followed allowed …
Managing Knowledge in Sales
If you have been out busy coaching in the field over the last few weeks, you may very well have noticed that some sales …
GL3D Training Weekend Brecon Beacons, Wales
Training for the GL3D is going well: We spent 3 days this weekend ‘practising’ near Abergavenny. Apart from ice on the tent, nearly running …
SI team prepare for 78 mile off road foot race
What do sales excellence and competing in mountain marathons have in common? In May 2012 we’ll find out! Selling Interactions is sponsoring a Father …
Please complete our Selling to Procurement (S2P) survey
Selling to procurement: How good are we? Selling Interactions is very proud to be collaborating with Four Pillars, a specialist consulting focusing on strategic …