Sales Management
Negotiation - the DHL Global Mail Way
As purchasing behaviour has changed so has the way sales teams have had to tackle negotiations. One of our global clients, DHL Global Mail are well practised at this.
Mark Siviter, Managing Director of Sales, Europe at DHL Global Mail offers his take on the changing landscape of sales negotiation in his organisation.
R U Anti-Social?
The jury is still out for many Sales Managers today in the B2B field, so far as using social media in the B2B environment.
They are asking themselves whether it’s worth their time, resource and money.
The client's view on Solution-Based Selling
In this piece we have asked Philip Mayling of MKG Foods and BuddyCRM to explain to us how he manages and develops his team to be best equipped when developing their client relationships and growing sales.
The Client
As a Director of Foodservice operator MKG Foods, Philip Mayling is responsible for all sales and marketing activity.
3 ways to retain your high potential and talented Salespeople
Authored by Hugh Alford. Sales Training Consultant at TACK International
Your most valuable resource in Sales is your sales people
At 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 considering
Sales management in tough times
Posted by TACK International on 22 December 2011
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 front
