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The challenge facing business to business salespeople is getting tougher. The buying committee could be up to 14 people in technology sales. How does a modern salesperson grapple with that level of complexity across a disparate group of individuals with potentially competing agendas? Social and in particular, Linkedin is a powerful way to make connections …

Five Things The Buying Committee Wants From Their Salesperson Read More »

Cold Calling, Cold Emailing, Cold MessagingAre all selling tactics consigned to the pages of history? We have all moved on. Become savvier as buyers. We research in our own time, at our own pace, gathering more impartial information than was ever possible in the days of a product demonstration from a salesperson. If buyers can glean all of …

Cold Calling Is History. Relationships Are The Future Read More »

Employee trust in their organisation is affected by their leadership and is critical to maximise employee motivation, engagement and to align employees with company goals and objectives. Research tells us that only 51 percent of employees trust their senior management, and only 28 percent believe CEOs are a credible source of information. Is it really …

Modern Selling: Trust Inside & Out Read More »

Research from Investec suggests that only 32 per cent of vendors are hitting or exceeding their channel sales targets. Surprisingly only 52% are frustrated at missing the number. I am not sure why it isn’t 100%, but that’s a different story. What is going on in the world of the channel to have such a …

Why are only 33% of vendors hitting or exceeding channel sales targets? Read More »