by admin | Nov 26, 2020 | Uncategorized
Millennials are selling you short On a recent podcast I interviewed a director of sales enablement and we started talking about ‘Future Orientation’, one of the elements of partnering skills (PQ). I was surprised when he told me that he thought that millennials tend...
by admin | Nov 22, 2020 | Uncategorized
Business partnerships? It’s only words… ‘Its only words’ sang the Bee Gees and quite often when we hear companies talk about partnerships that really is all it is – words. But ‘it doesn’t have to be like that’ (Erasure sang that one pop-pickers). The word and...
by admin | Nov 20, 2020 | Uncategorized
Salespeople should tell not ask What Fred, have you lost your mind!?! You’ve been telling us for ages, that it is always ‘ask before tell’ or that ‘prescription without diagnosis is malpractice’. What are you talking about now? What I’m talking about is...
by admin | Nov 15, 2020 | Uncategorized
Salespeople should ‘prime’ customers for VUCA… now! We are in one of the most challenging times that most salespeople will have ever faced. As such it is not ‘business as usual’ and to try to address it in the same way as before is a mistake. The sales landscape is...
by admin | Nov 13, 2020 | Uncategorized
Six tips to improve your sales by using partnering skills Selling is evolving and we are in a time when it is more collaborative and customer focused than ever before. Here are some ways to develop a more modern approach. Develop trust, do what you say you are going...
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