Professional Sales News

Leaving his wife and two young children home on a recent Sunday, a 27-year-old salesperson for Abbott Laboratories' operations in India — in fact, one of the American health care company's top performers there — rode his motorcycle to a remote railroad track and jumped in front of a train.

Traditional sales training often focuses on tools and techniques. ‘How to’ build rapport’ ‘How to’ overcome objections; ‘How to’ close the sale and so on. Nothing wrong with that, of course. They are all important things to know. But in my experience there is something fundamental missing. Something that is often overlooked. The best tools and techniques in the hands of someone without self-awareness is the same as giving a precision tool to a child.  At best a waste of money, at worst, dangerous.

The vote to leave the European Union has left British business facing a period of uncertainty while new trade deals and contracts are negotiated. Organisations often react to uncertainty with an abundance of caution, delaying important investment decisions and putting development on hold while they wait to see what will happen. This can have a negative effect on the pipeline of prospects for sales organisations.

Avention, maker of OneSource® Solutions for smarter business insights, today announced the availability of its OneSource ABM solution, the only solution to provide the comprehensive foundational elements for any effective ABM strategy: the data and account insights to support selection of the right accounts and development of rich target account profiles.

Ian Moyse, recently named ‘Sales Director of the Year’, has been appointed UK Sales Director at Axios Systems.Ian will lead the UK growth strategy for Axios, which provides IT Service Management (ITSM) for large enterprises across the world, including British Airways, FedEx Express and The Scottish Parliament.

The sales and marketing functions are increasingly converging, with lead generation now frequently arising from digital promotional campaigns, and the opportunities for tried and tested consultative sales techniques diminishing in the face of scarce customer attention and availability, as well as a plethora of readily accessible comparative product information. To take part in this process, salespeople need to understand and interact with customers via multiple channels, participating in social media in collaboration with marketing to influence purchasing decisions and convert contacts to sales.

Landlocked Cannock may not have many associations with the sea, but a major employer in the town has secured a £38million contract with one of the UK’s largest port groups.

Sales guru Neil Rackham is internationally renowned for ground-breaking research which identifies the scientific approach needed for successful selling. He has advised some of the largest companies in the United States. His book, SPIN Selling is ranked number one in the Top 10 ‘How To Sell’ Books Of All Time.*

You run a business. You love what you do. But you dread selling. Good news. Sasudi has launched. Sasudi is the only online sales resource that’s designed to give you all the sales training, inspiration, support and direction you need to grow your business. It will get you motivated and give you the edge when you set out to win new business.

A ‘Brexit’ in the upcoming EU referendum might negatively impact the UK contractor arena, according to CXC Global.