Tag: Sales Management

Sales Transformation – Buzz Word or a Fundamental Need
Recently we have been involved in several Sales Transformation programs, playing our part as enterprise organizations seek to increase the sales effectiveness of their global sales organization; which led to us thinking; what is meant by the term Sales Transformation? Possibly the simplest explanation is that we are always looking to improve our sales force […]
Informed buyers are forcing Sales and Marketing to finally unite
Why must we change the way we sell? I recently delivered a sales training programme to seasoned sales professionals in France. Naturally one of the topics we covered was the sales process. Given their experience, I didn’t want to dictate to this sales team how their sales process should evolve because of today’s more informed […]