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Small business sales processes are changing…at least, they should be. Many industries are currently undergoing what’s known as a ‘digital transformation’; a shift towards a more widespread adoption of technology, and the inclusion of this technology within day-to-day operations. Sales…

‘9 to 5’: working hours so famous they wrote a song (and even a movie!) about them. The 9 to 5 has, of course, been the standard for many years. Recently, however, the highly structured work day — the act…

One of the most important factors in terms of inbound sales is the act of qualifying leads, but it’s a task that’s sometimes easier said than done. Did you know that just 13% of sales reps generate 87% of total…

Failure in many business environments means just that: failure. In B2B sales, however, things are a little different. In fact, failure is a natural — and indeed positive — part of B2B sales. Why? Because if you’re closing every single…

It doesn’t matter why you’re heading off on a business trip — whether you’ve got a sales meeting with a new, prospective client or you’re attending a trade show or other type of event – there are a few essential…

Is the printed sales catalogue dead? There are many who believe that traditional print is dead, and that businesses must embrace the digital revolution in order to thrive in the modern marketplace. However, while there are certain instances where this…

Following the notable shift of sales to a ‘mobile career’, new technologies in this area have focused on improving flexibility, communications, and connectivity for B2B sales reps. Mobile sales apps, which enable reps to do their job successfully from pretty…

The sales world is constantly changing. That’s why salespeople should always be on the lookout for new professional development opportunities, enabling them to continue performing to the best of their ability throughout this fast-paced industry’s evolution. The situation is the…

As a sales rep, you’ll know your products and services inside out and back to front… at least, you should! You should have your own internal library filled with all sorts of product-specific information and market data. This not only…

Imagine you’re in the middle of a sales call to a potential customer, and imagine it’s been going great…. until it’s time to talk cost. “It’s too expensive, I can get a similar product cheaper from another supplier”, says the…