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How to ensure you’re selling rather than ‘pitching’

A couple of things about ‘pitching’…… It’s a word we’ve adopted from the U.S. – it really means ‘to present your case’ – probably quite vividly. There’s absolutely nothing wrong with pitching your case. You should be able to pitch your product / company / service –...

Why sales training does not work

Every year millions of pounds, and much more in terms of downtime and opportunity cost, are spent on sales training in the b2b sales arena. Jeff Downs looks at why in his opinion, it doesn’t work. Public programmes, evening seminars and in-company structured...

The Essence of Account Management

Firstly, consider that the Account Manager fulfils these primary roles: His employer, not surprisingly, sees the role as one of protecting and growing the business. His customer sees the role as largely one of caring for the customer’s business and the chief...

What’s the value of a sales call?

In response to the question “How do you effectively manage sales activity?” it’s not uncommon to hear a response along the lines of ………“the sales team are charged with making x calls per week which are monitored and reviewed in our CRMcrm system”. Quantum’s polite...

Driving revenue and profit growth

The challenge for business leaders to grow revenue and profitabilty Within the UK sales is a largely misunderstood and under- valued resource. The result is a “me too” type approach that accepts mediocre sales performance as the norm measured against an unchallenged...

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