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Many don’t realize this, but key account managers are the often-unsung heroes in today’s business landscape. While they don’t always get the credit the sales team gets for winning new accounts, they are responsible for maintaining the customer relationships that…
For many years, we see companies wasting their key account management training investment in people and programs simply because they have not truly understood what it takes to make it work and make it stick as a way of working…
From over 30 years of sales management consulting and training experience in the Australian market – across many industry types and market sectors, the concept of ‘sales strategy’ – either thought, taught or applied is weak or non – existent.…
We’ve all been sitting in a training room at one time or another when someone says (or maybe you even think it yourself), “yeah yeah…we’ve been here before, but nothing ever changes”. Well let me tell you this is no…
Consumer loyalty is important to the growth and profitability of your business. The more customers you’re able to retain, the more they’re likely to return and buy your products again or avail of your service. On the other hand, if…
Customer loyalty is important to the growth and profitability of your business. The more customers you are able to retain, the more they are likely to return and re-buy your products and services. On the other hand, if they’re unhappy…
You’re probably aware of this and may or may not have been guilty of this, but most sales reps use tactical approaches in selling. Their aim is generally to get a commitment to buy even when buying may not be…
Unlike engineering or accounting, selling is not a black and white profession. Often decisions are made on feelings and emotions rather than logic and statistics, and those feelings and emotions can change in a second! Top salespeople have some understanding…
No doubt, customer servicing has always been a part of most sales management training, call centre training and customer service courses. but back off a bit, pause and try to recall if you’ve seen something like this scene played out…
Selling is not a cut-and-dried job. You need to have some understanding of what makes people tick, what motivates them, what makes them prefer certain things over others and why they buy the way they do in the first place. …
