I was at a friends place recently, he joked with his 16 year old son that his father was the milk man. His son said “what is a milk man”?

With a globalised and increasingly competitive business world, sales teams have progressively understood the value of major accounts.

How many sales efforts do you know of that don’t claim to be about selling “value”?

How do we ensure our communication is understood? How do we get communication to be relevant, interesting, and exciting to the other participant?

As an Expo exhibitor and visitor, it often surprises me how little thought seems to be put into preparation of the stand, and how unprepared the sales team can be who are on the stand.

Many understand the importance of networks and referrals but few truly grasp just how powerful a focused commitment to a strategic relationship can be – what we call a “centre of influence.”

If you ever want to polarise opinion in a meeting of sales managers, just start talking about psychometric testing.

The past year has been one of survival for many businesses. One of battening down the hatches, shedding costs, looking inwardly and waiting for the storm to pass.

Before I get into this subject let me ask you something, how much time and effort is required by you to secure the work of a new customer?

‘You’re a dumb b*$#@%d’ one of your best customers yells down the phone. Your stomach churns, you get that sinking feeling and …

There is no question that in these economically uncertain times, sales leaders will need to get a whole lot smarter and more shrewd if they are going to keep and grow their existing customer base.

Don’t kid yourself. The market doesn’t determine our prices; our prices determine our market. It’s our fault, not theirs.

Following on from the article in the last issue of NZSM, ‘Hiring your next superstar – making the most of the interview and selection process’, …

Okay, you make a great product or provide a very unique service. You’re in love with it and so are your customers. It’s a wonderful product/service. I get it. Now get over it. Because your customers aren’t buying it. They’re buying things you aren’t even selling.

Are you curious about how social media fits with sales and sales management? Or cynical? Are you looking for silver bullets or short cuts to improve your sales?

Sales Opportunity Qualification is one of the most valuable skills for a professional salesperson to develop.

“Your attitude will determine your future…”. It sounds simple, but it is harder to actually do, especially for sales people. Developing and maintaining a positive mental attitude requires determining and controlling your thoughts.

Do closing techniques still have a place in the consultative sale? Traditional sales training used to include a focus on teaching sales people a number of different closing techniques.

During training sessions, the people working in those industries talk about their favourites but there is always one that becomes the problem they have the most trouble with.

Rupert Murdoch is throwing a tanty because media is changing. He doesn’t like it because he can’t control how communication (through Social media) will work from now on.