Blog

Do you feel under pressure to achieve your KPIs?Does your manager insist you meet with everyone?Do you feel deflated if someone says “no?”Do you travel miles for a quick chat over a coffee, just to tick a box?Could some of your business be won over the phone?To make a qualified appointment takes true skill.READ MORE

In response to the quickly changing health care environment, suppliers in the pharmaceutical world need to think about value in relation to their stakeholders in order to continue to be successful in improving the lives of patients in the future.READ MORE

The impact of a Manager on their team’s performance has always been significant – in challenging times it becomes critical to success or even survival.READ MORE

1. The budget bluff"That is all I have in my budget and so that is all I can afford to pay."2. The squeeze“Your competitor(s) are much less than you.”3. The reverse auction (online)“OK suppliers – here is a list of all your prices on screen. Would you like to submit a better offer?”READ MORE

Your most valuable resource in Sales is your sales peopleAt the beginning of 2012 with its uncertain challenges it is worth considering how best to retain and develop your best potential and talent within your team. Here are three areas worth consideringREAD MORE

When planning for Survival and Success in 2012, it will depend partly on how you survived the first dip of recession. Now it's threatening to turn into a ‘double dip’ some further changes are needed. A number of key questions need to be included for this year’s plan. Yet how will you evaluate success and failure in 2012?READ MORE

Most markets today are buyers’ markets. So your sales team may be having a tough time. That’s where professional sales leadership really comes into its own.Increase your communication rate When times are tough your people need more contact from you. E-mails and circulars are fine; phone calls and meetings are better.Lead from the frontREAD MORE

So what points does a key account manager have to remember right now?1. Work like you were on their payroll not yoursIf you are doing your job 100% then your customers should feel like you are representing their interests more than your own company’s (in reality you are representing both equally).READ MORE

One of the keys to successful global selling is to adapt your sales approach to different regional and local business practices. You have to translate your selling for culture as well as for language. So is it possible to have one sales training approach for all your different sales teams around the world? READ MORE

Leaders have far less control over organisations than many people believe.However they can be more effective if they understand some leadership illusions and use them to their company’s advantage - these crafts can be learnt.READ MORE