Emma, the sales manager looks at reviewing their customer prioritisation model. Tips about virtual sales calls. A good read is the checklist manifesto. How to get creative with customer entertainment and Warwick business school’s gold award.
During June and July this year, we surveyed 90 MBA students to better understand how ambitious people see sales and whether they aspire to enter the profession themselves. The results are fascinating, and offer a clear message to business schools in the UK and to sales managers more generally. Is sales management seen as a … Read more
Has your organisation implemented the Challenger Sales Model? It must surely be one of the most successful sales methodology roll-outs this millennium. Indeed, the godfather of SPIN, Neil Rackham quotes on the book’s cover “The most important advance in selling for many years”. High praise from someone who perhaps did make the most important advance … Read more
Is your organisation a top performer, an improver or a rookie in the sales excellence stakes? The financial results case for sales excellence has been well made by others – 8.2% return on sales for High sales excellence companies versus 5.7% return on sales for Low sales excellence companies. (Homburg et al 2012). And yet … Read more
Innovation in the sales profession is at an all-time high. There has never been a more exciting time to be working in this area. Which is why, next week, we will launch our brand new web site, designed to help you stay at the cutting edge of sales performance. It’s the result of listening to … Read more
Selling in the digital age with Selling Interactions Ltd
With budgeting time is upon us now is the moment to consider how it is best to allocate scare funds to evolve the sales / business development function. Why use the Sales Excellence Diagnostic? Any good journey begins with a clear start and end point, and the v7.0 Sales Excellence Diagnostic will enable you … Read more
We are pleased to announce the release of version 6.0 of the sales excellence diagnostic, updated after our summer research review. The last year shows what an exciting profession sales & business development have become! Considerable intellectual muscle is being applied to increase sales efforts, through technology, good change & project management and most significantly, … Read more