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Sales

Wake Up Salespeople and do Your Homework!

The number of senior salespeople who fail to research their prospects in advance of a sales meeting is shocking. Forrester *research has shown that while 88% of sales executives are knowledgeable about their own products, only 24% of them understand their customer’s business and the challenges

How to Land the Big One – How Do You Land that Big Client?

On 15 January 2009, US Airways Flight 1549, piloted by Chesley Sullenberger, made an unpowered emergency landing in the Hudson River after multiple bird strikes caused both the engines to fail. All 155 occupants, the passengers and crew, were successfully evacuated from the partially submerged

Stop Weak Sales People From Hiding Behind The Jargon!

It’s not easy for sales people to get appointments with someone at Director Level within your prospective client’s organisation. When they do get that meeting, it’s vital that your sales people maximise every opportunity. Having spent time just getting there, the last thing you want