“New Age Selling”-What Are The Implications For...

 
Yesterday I felt compelled to write about “Strategic Selling,” – Strategic Selling – Remember That? – a term which seems to have been lost amongst more familiar terms such as “Consultative Selling” or “Collaborative Selling” and “Relationship Selling” even “Sales 2.0” The fact remains that whatever label we choose to hang on our preferred style of selling, there are now considerable implications for sales management.
It is my view that for companies to remain competitive now, their sales organization must be able to respond positively to changing economic tides.
As businesses strive to establish customer orientation, sales partnerships and a strategic approach to selling, they are demanding more and more from their salespeople, but ensuring that these new methods are widely practiced and smoothly implemented falls to sales management.… continue reading

Schhh! Can You Hear the Silence?

 
Yes, me too. Nobody – well hardly anybody – is talking about “Sales 2.0″ anymore, and yet less than twelve months ago, you couldn’t hear yourself speak above the incredibly loud din that rose to a deafening crescendo.
So what happened? Has it gone away? Have we moved on to “Sales 3.0″ and everyone forgot to tell me? Was it all a figment of my imagination, or perhaps a bad dream?
It is now more than five years since Nigel Edelshain first coined the term, on a balmy Sunday afternoon way back in 2006, and perhaps we all now accept that actually, it was just the next phase in a continuous cycle of change in the way we all sell.
But the silence we are witnessing now is almost as loud as… continue reading