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A sales force is only as good as its manager. If you are leading a team, your actions can drive it towards either success or failure. There are certain qualities that every great sales manager should possess and acquire in…

As a salesperson, knowing what you are doing wrong is just as important as knowing what you are doing right. By pinpointing your mistakes and rectifying them, you will impress your prospects with your professionalism and ultimately improve your sales…

You and your sales team can’t be everywhere at all times. This is one of the many reasons why sales territory management is so important. Our previous article on sales territory management explains the significance of implementing this strategy. This…

The majority of communication is non-verbal. The most-quoted statistic is that 93% of all communication consists of gestures, facial expressions, posture and vocal tone, while only 7% of messages are conveyed through words. There is no doubt that non-verbal communication…

To navigate the stormy waters of lead generation, you first need to plan the direction you will be travelling in and what your final destination will be. You also need to figure out what your ports of call along the…

‘Tis the season for updates! Both Microsoft’s Windows 8.1 and Apple’s iOS 7 was released in October and now Android 4.4 KitKat’s release was announced on the 1st of November. Unfortunately, for Android fans it seems that you need a…

Selling a product to a customer is not a one-sided transaction. There must be communication from not only your side but also from the customer’s side. If you do not know what your customer’s story is, how will you ever…

A social media presence for your business is no longer something that you can ignore or neglect. Think of the enormous number of people around the world that use social media on a daily basis (Facebook has billions of users),…

You may see the word “gamification” in the title of this post and think, “What on earth do games and sales have in common?” They have plenty in common, if you look more critically. In games, as in sales, you…

Weekly sales meetings can be tricky. On the one hand they are useful for catching up on sales figures, discussing future sales processes and sorting out potential issues. On the other hand, there is almost always that one moment where…