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Are You Managing Your Key Accounts – Sales Training By Colly Graham of salesxcellence www.salesxcellence.co.uk “Key Account Management is the process of maximising the return on your investment in a customer by defining and actioning appropriate plans that will enable you to build on the present, to manage the future” (Peter Cheverton) Download Key Accounts Whitepaper […]
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WHY TRAIN SALES PEOPLE In 3-5 years, half of what the person knows about selling is obsolete. Sales technology is advancing at a radical pace. Experience alone will not be enough to keep up with the changing market. What would you do if the doctor said, “I haven’t read a book or been to a seminar in medicine since graduated from medical […]
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What Makes a Successful Sales Manager Part 2? New to Sales Management – My First Week as a New Sales Manager Following on from my first day as a newly promoted sales manager when I discovered 80% of the team was under performing plus I discovered that the four telemarketers were in competition with the […]
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What is the Future of Training? “Trying to predict the future is like trying to drive down a country road at night with no lights while looking out the back window.” Peter Drucker In the film Glengarry Glen Ross, Alec Baldwin epitomises the style of sales training that has been around for many years. Research does […]
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Sales Training – Reframing and Pre-empting Objections Pre-empting an objection means that you bring an objection that you expect to hear early in the sales call and then deal with the objection so it cannot be brought up again. Make sure to answer any common questions and concerns before the client can ask. By pre-empting […]
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