Blog

In the constantly changing world of b2b selling here you will find leading edge thought pieces on professional selling and what it takes to keep your sales team ahead of the competition.

Avoiding Price Pressure

Popular myth: People always buy on price. Reality: People never buy on price! They make a price versus value judgement and if no perceived value in the additional premium is demonstrated, the ‘cheaper’ option wins.

How good questioning leads to great sales

The fact is that there are too many salespeople out there who spend most of their lives in a ‘comfort zone’ talking about their products and services to people who may / may not understand them.

Driving revenue and profit growth

Within the UK sales is a largely misunderstood and under-valued resource.

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 CRM system”

The Essence of Account Management

Firstly, consider that the Account Manager fulfils these primary roles:

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.