“I love to sail and there is nothing else I would rather do!” These words echo the sentiments of skilled sailors who navigate the seas with fervour and determination. But how do you perceive your journey with sales? Are you sailing ...

Think back to your very first cell phone – the excitement of unboxing it, exploring its features and perhaps playing a game that kept you hooked. For many, this device was a gateway to a new era of communication. However, the chances ...

Sales, often perceived as the unsung hero or even the necessary evil in business, is in fact the powerhouse that fuels every industry. A sales coach and sales guru alike understand that without sales there is no business. Take a ...

In the world of sales, the landscape has undergone a profound transformation. It’s become abundantly clear that the primary reason customers choose to make a purchase is not just what is being sold but, more significantly, the ...

In sales and sales management, not all customers are created equal. Identifying and capitalising on growth opportunities require a strategic approach beyond mere intuition or wishful thinking. In account targeting, a crucial tool ...

The art of sales lies not in a monologue about your company’s offerings but in the ability to initiate meaningful conversations that uncover growth opportunities. Many account managers find themselves at a crossroads when it comes to ...

In the bustling streets of Las Vegas where every establishment vies for attention, a seemingly ordinary visit to McDonald’s left a lasting impression on the power of strategic selling. This experience, centred around the intriguing ...

In sales management, customer loyalty is the cornerstone of sustained success. However, many businesses find themselves stuck in the cycle of losing customers, often due to a lack of understanding regarding customer expectations and ...

Consider this scenario: you’ve booked a two-week vacation in a three-star hotel, and throughout your stay, you receive exactly what you paid for – three-star service. How would you describe the experience? Most likely satisfactory, ...

In the realm of sales and sales management, building and maintaining customer relationships is paramount. It’s a delicate dance between promises made and expectations met. In this sales management article, we present a tale of an ...

In the fast-food industry one burger chain stands out not just for its delectable offerings but also for its unwavering commitment to high standards and customer satisfaction. Five Guys, an American hamburger chain, originated from a ...

In sales management, unlocking the full potential of your customer base is a strategic imperative. One crucial metric that often goes unnoticed is the percentage of customers who purchase all the services they can from your company. ...