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09 August 2013
Sales Forecasts – Fact or Fiction

Sales Forecasts – Fact or Fiction


By SalesProEd @ 08:13 :: 3063 Views :: 0 Comments :: Article Rating :: Featured Articles

Sales organisations are under increasing pressure, often both from internal and external stakeholders, to provide more accurate sales forecasts of top line-revenue. Aberdeen research reported by over 4,500 respondents for the 2008 Aberdeen report, has revealed that the top two pressures companies face are organic revenue growth, and profitability/margin growth. Despite this, our research shows that while the ability to forecast top-line revenue represents an adopted practice by 83% of companies, the average accuracy with which they anticipate results is only 68%.

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14 June 2013
Creating New Relationships in Professional Services

Creating New Relationships in Professional Services


By SalesProEd @ 11:50 :: 2523 Views :: 0 Comments :: Article Rating :: Featured Articles

In a fast changing marketplace within professional services, new business generation has become essential. The traditional client/accountant relationship has changed. Driven by a combination of financial pressure and the trend towards larger, multi-location accountancy firms, client loyalty is diminishing. Accountancy firms need to take a proactive approach to not only drive new business but also improve the management and retention of existing valuable clients.

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17 May 2013
How Today’s Best Companies Deliver Value

How Today’s Best Companies Deliver Value


By SalesProEd @ 09:17 :: 2396 Views :: 0 Comments :: Article Rating :: Featured Articles

Even at the Sales 2.0 Conference, one of the premier international events for top B2B sales leaders, some sales leaders still wonder what “Sales 2.0” is, exactly. More important, they wonder how it can help them increase sales and become leaders of better, more effective sales teams.

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19 April 2013
Sales Management – A widely misunderstood role

Sales Management – A widely misunderstood role


By SalesProEd @ 05:36 :: 3530 Views :: 1 Comments :: Article Rating :: Featured Articles

Sales managers fulfil a critical but widely misunderstood role in any sales organisation, argues President of SalesAssessment.com Andrew Dugdale. Today’s newer, flatter style of sales organisation may be impeding sales performance.

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08 April 2013
Simple Rules for Attracting and Retaining Top Sales Talent

Simple Rules for Attracting and Retaining Top Sales Talent


By SalesProEd @ 05:34 :: 3321 Views :: 7 Comments :: Article Rating :: Featured Articles

Once upon a time, business deals were sealed with a handshake and a person’s good word. But in today’s business climate, sales organisations run on complex, global systems where face-to-face interaction is increasingly rare. In a sea of enterprise bureaucracy and a hyper-competitive global market, sales organisations can easily lose sight of simple, yet powerful ways to drive performance and keep talented sales people happy and productive. And, let’s be honest: What’s a more powerful motivator than fast, efficient and highly rewarding sales compensation?

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01 March 2013
Winners announced for UK’s most prestigious Sales Awards

Winners announced for UK’s most prestigious Sales Awards


By SalesProEd @ 05:23 :: 2408 Views :: 0 Comments :: Article Rating :: Featured Articles

The Institute of Sales & Marketing Management (ISMM), the largest association for the sales profession in the UK, has announced the winners of their annual BESMA awards – the British Excellence in Sales & Marketing Awards.

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08 February 2013
Is Sales Training pointless?

Is Sales Training pointless?


By SalesProEd @ 06:15 :: 3231 Views :: 5 Comments :: Article Rating :: Featured Articles

In Sales Training we still don’t know what really works and why, and what can be implemented into the commercial reality to get predictable results. If you have a process/approach (theory) and the execution of that process/approach produces predicted and repeatable outcomes, you have a discipline. So how can a dicipline be achieved and with it the potential for high performance to be a more predictable outcome in sales.

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25 January 2013
The National Agenda for Professionalisation of Sales

The National Agenda for Professionalisation of Sales


By SalesProEd @ 10:26 :: 3297 Views :: 4 Comments :: Article Rating :: Featured Articles

At the back end of 2012 the ISMM engaged with Toby Perkins MP, Shadow Chancellor for small businesses. The agenda was to discuss how government could assist our profession in its bid to become more credible, better trained and to create career paths for young people. Marc Beishon, Publisher for Winning Edge (the ISMM’s membership publications) writes about the start of this journey.

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11 January 2013
How ‘Sales Triggers’ can find your windows of opportunity

How ‘Sales Triggers’ can find your windows of opportunity


By SalesProEd @ 10:42 :: 2573 Views :: 5 Comments :: Article Rating :: Featured Articles

Gone are the days when the gift of the gab or a good relationship with a prospect was your way in to a big deal. According to Craig Elias, author of SHiFT!, around 90% of sales calls today are made to prospects who are happy with what they’ve got, and see no reason to change. No matter how good the sales person might be, they have a very slim chance of success.

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14 December 2012
The lighter side of Sales

The lighter side of Sales


By Ben Turner @ 10:22 :: 7895 Views :: 4 Comments :: Article Rating :: Featured Articles

Sales is a high pressure profession with targets, difficult buyers and unrealistic management expectations. For that reason, we look at a lighter side to selling by looking at a few famous scenes from TV and cinema that will hopefully lighten the spirits as we head towards Christmas.

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