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Making use of mobile devices and apps should no longer be a “maybe” or “someday” prospect for B2B companies but a must-have. Since the rise of smartphones and tablets, various studies have been conducted that prove what an essential role…

Boutique stores, as you know, specialise in niche markets and sell in small quantities when compared to retail stores. They may be small in size, scope and inventory but can be extremely valuable in presenting your products as exclusive or…

It is no doubt essential for an employee to possess skills that are easily quantifiable and teachable. However, focus is increasingly shifting towards soft skills. Soft skills are all about the qualities that allow someone to interact with others in…

Having a good grasp on the comings and goings of your inbox is essential if you want to be a productive sales rep. We have so much great technology at our fingertips yet most of us are not utilising its…

Hiring the right individuals with the right skills is the key to creating a cohesive sales team. The better your sales team the more effectively you can reach your sales goals. The quicker you reach your sales goals, the more…

Contrary to popular belief, not all emails sent by sales reps deal with prospecting. Emails are an important part of connecting and building a relationship with current and new customers. If you want to capture the attention of your customers…

“Lean manufacturing principles” sounds like boring technical jargon that couldn’t possibly have anything to do with your life as a salesperson. However, these principles are not only great for use in manufacturing but also in everyday working life. What are…

By now you would think that everyone has embraced social media as a vital component of their business plan. Sites like Facebook and Twitter are either more than 10 years old, or approaching the decade mark, so why are B2B…

Telling people that you and your products are the best simply isn’t enough to convince companies to buy what you’re selling. You most likely have competitors that provide similar products and benefits as you do. You need to find a…

Most B2B companies go through the same type of cycle when deciding on a product (awareness, evaluation and purchase) and in each part of this cycle you will find certain types of people who drive that stage. Each person in…