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.