Some of the latest sales prospecting research in Ireland and UK on sales methodology shows that very few sales people have a specific plan, including a pre-determined advancement objective, for their sales prospecting. Every phone call. Every meeting. Every...
Although most Sales managers agree with the importance of setting goals, many do not take the time to clearly develop goals with their people. As a result, people tend to get caught in the “activity trap,” where they become busy doing things, but not necessarily the...
Many sales people start the year with, if not quite a blank, well a challenging sales pipeline. Particularly in the sectors that are deeply affected with the economic downturn. If you analyse every sale you got last year, in order to get the sales and deliver the...
Without question, most salespeople recognise they are now experiencing “the worst of times,” but with the right strategy, skills and effort, this can also be “the best of times.” Ireland and the UK are very challenged economies now. A chance conversation with a sales...
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