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29 June 2012
The Perfect Sales Presentation

The Perfect Sales Presentation


By Ben Turner @ 08:52 :: 6673 Views :: 26 Comments :: Article Rating :: Featured Articles

Sales presentations, and PowerPoint specifically, have gained a deservedly poor reputation over the last few years. They have created and filled a niche as the narcotics of the sales world…. with the product never quite fulfilling the appetite. This has resulted in a love/hate, dependency/repulsion relationship with sales teams around the globe.

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15 June 2012
The Mystery of the Shortening Sales Cycle

The Mystery of the Shortening Sales Cycle


By Ben Turner @ 09:18 :: 4153 Views :: 13 Comments :: Article Rating :: Featured Articles

Research recently published by Marketing Sherpa revealed that sales cycles in the ICT sector have shortened in the last year. At the same time average deal sizes have reduced.This begs the obvious question - why?

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18 May 2012
When is Outsourcing inside sales a recipe for success?

When is Outsourcing inside sales a recipe for success?


By Ben Turner @ 05:47 :: 4713 Views :: 22 Comments :: Article Rating :: Featured Articles

The sales team is the revenue-generating heart of a company. Consequently, Inside Sales is usually considered to be something that must be kept in-house.

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20 April 2012
How to boost Sales through Channel Partnerships

How to boost Sales through Channel Partnerships


By Ben Turner @ 05:57 :: 2708 Views :: 9 Comments :: Article Rating :: Featured Articles

New research undertaken by The Channel Partnership in conjunction with The Leadership Foundation in the report, ‘What Channels Need to Succeed 2012’  questioned 250 channel sales executives in IT and Telecoms companies to find out what makes sales channels successful.

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02 March 2012
Why Sales performers are not getting effective Coaching and Motivation

Why Sales performers are not getting effective Coaching and Motivation


By Ben Turner @ 08:41 :: 2574 Views :: 5 Comments :: Article Rating :: Featured Articles

A recent survey of sales people around that globe discovered that what many of them want, but rarely get, is effective coaching from their managers, with over 70% quoting this as one of their top three concerns. There is ample evidence that coaching is the best way to boost performance.

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20 January 2012
Rewarding your staff without incurring tax

Rewarding your staff without incurring tax


By Ben Turner @ 10:23 :: 3608 Views :: 13 Comments :: Article Rating :: Featured Articles

Incentivising is key in any sales environment where Sales Managers want to ensure they retain their top talent. Ken Craig, partner at Rawlinsons accountancy firm explains how to reward staff while side stepping the tax man.

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06 January 2012
The SalesPro Outlook for 2012

The SalesPro Outlook for 2012


By Ben Turner @ 09:55 :: 2691 Views :: 1 Comments :: Article Rating :: Featured Articles

As we move into a new year I can't help but feel excited, the year of the Olympics and the excitement surrounding it, represents the huge opportunity to do business I feel is still available to UK PLC. The media will tell us differently, but then it has always been easier to to announce a company going into administration or the loss of 50 jobs than to celebrate a huge contract win or the creation of thousands.

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09 December 2011
Depression in the Sales Profession

Depression in the Sales Profession


By Ben Turner @ 05:16 :: 6771 Views :: 12 Comments :: Article Rating :: Featured Articles

A recent report from Health.com lists sales as one of the 10 professions where workers are most likely to experience major depression in any given year. Depression affects about one in ten of the population and can affectabsolutely anyone.

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25 November 2011
Why A Players come first

Why A Players come first


By Ben Turner @ 14:32 :: 3065 Views :: 0 Comments :: Article Rating :: Featured Articles

Investing in your top sales people has always been important, but with a changing economic environment it has never been more important for Sales Managers to ensure that they hold on to their top talent. Mark McCarthy of Meta-Lucid explains further the importance of this part of the sales managers role.

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28 October 2011
'Sales can pull us out of recession' – Michael Portillo

'Sales can pull us out of recession' – Michael Portillo


By Ben Turner @ 12:33 :: 2655 Views :: 1 Comments :: Article Rating :: Featured Articles

Some 800 of the UK's top sales professionals explored and enhanced their skills at this year's 'Successful Selling' conference, which was held at the Ricoh Arena in Coventry on 20th October. Keynote speaker Michael Portillo presented an overview of the current economic position underlined with the role of sales professionals in solving the problem

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