Buying and selling have changed over the last few decades. From the once universal sales approach to a more customised process, buyers and sellers need to be connected. A structured sales process is needed to match each stage of a buyer’s journey to ward off miscommunication, which can hamper sales ..

Despite being in possession of optimal sales tools and meeting compliance regulations, B2B sales presents many challenges. These challenges emanate from a naturally competitive environment which can lead to improper practices. Solutions for unprofessional selling techniques can be found in the adopt..

Email is the leading method of communication despite the popularity of social media and the continued use of the telephone. Although people still prefer to be contacted via email, that is not to say that it is always an effective tool. In three out of four cases, your sales email is being ignored by..

Sales by nature is very competitive. Healthy competition can motivate your sales team into completing the highest number of deals and capturing the highest commission.

However, high quota demands, and an emanating fast-paced environment can push salespeople into conducting improper sales practices. ..

A sales manager plays a key role in the success of the sales team, setting the tone and culture of the organisation. Competence in achieving exceptional results through leadership makes an effective sales manager.

A good sales manager can only prevail through learned and applied skills – being able ..

‘Data-driven’ is a term in frequent circulation these days, relating to the type of data collected, how it’s collected and its use in guiding decision-making.

It’s a concept which has evolved from being revenue-based to becoming a more integrated approach, providing greater insight into the business..

Managers are always looking for ways in which to improve their team’s performance and it’s no different for sales managers.

At present, sales leaders are making use of sales tools. However, if data, fundamental to achieving targets, is not available, the business faces all sorts of challenges.

This week, we complete our assessment of how AI (artificial intelligence) is transforming the world of business and, more specifically, how it is revolutionising the sales process.

Here we acknowledge AI’s role in presenting leads and predicting sales conversions, its benefits in upselling and cross..

Artificial intelligence (AI) has already made inroads in our everyday lives, whether it be in the form of entertainment provided by Netflix, shopping on Amazon or ordering an Uber. However, it is not only impacting our personal, everyday lives.

In the world of commerce, AI is set to transform many a..

Customers, as purchasers of your products or services, make the best salespeople. But we don’t mean in the traditional sense as they are not paid company sales representatives. What we mean is that through interaction with peers and contacts, they promote the goods and services you provide. They off..

When it comes to sales, selling on the phone is not the same as selling in person. Understanding this will change how you conduct your sales pitch, in terms of your approach, and how you interact with your potential and existing clients.

If you’re part of a busy Sales team, your time is limited, with client contact your priority.

Anything that can help reduce your admin or streamline your processes has to be a good thing. This is why many business developers are turning to automation – in a variety of guises – to help them cut throu..

The presentation is the shop window of the Sales professional.

The way you present your solutions to prospective clients can mean the difference between success and failure.

How can you make sure your presentations do justice to your offering – and win you the business? We have some tips to help.

GDPR has become all too familiar in recent months. And now it’s here – with the 25 May deadline passed, the General Data Protection Regulation is in force.

What does it really mean for Sales teams? How will you need to change the way you deal with client and prospect data?

Unless you’ve been somewhere very remote, you’ll know that the GDPR (General Data Protection Regulation) comes into force next month.

When it comes into effect on 25 May, the new regulation will impact your sales processes, as well as your marketing and client management.