To be successful in key account management a sizeable slice of your effort needs to be focused internally towards your colleagues, rather than to the client.
Should you operate your sales team like a football team? What do the top football managers do that make their teams work? You can do the same as them - but not all of them...!
In this episode of The Sales Chat Show, we suggest that salespeople could be losing out because they are too busy focusing on things that don't matter.
The world has changed and so has selling. In his episode of the Sales Chat Show, we suggest that some principles of selling that are long-held are simply no longer of any use.
How good is your introduction? In this episode of the Sales Chat Show, we suggest that many salespeople don't get introductions right.
Are you sure you know what customers really want? You may be surprised. What they want from salespeople isn't what many sales professionals think.
In this controversial episode, we suggest that the optimum number of sales calls required each day could be as low as just one.