Large Sales
What Exactly Are You Selling?
As a lecturer in Global Marketing and Sales Management, I spend a lot of time challenging my students to answer the Big question: How would you sell ‘This’? To keep up with changes in society and technology ‘This’ is changing rapidly, especially as the products, services and experiences that they will be selling may not…
Read MoreUniversities and the Evolution of B2B Sales
The number of university attendees in the UK has risen in the last few years, and if there is one component which all Universities build into their curriculum, especially into their Masters level courses, it is the encouragement of critical thinking as a skill-set. Many of these graduates will be the decision makers of the…
Read MoreChallenges in Business Development – The guys in Legal
It’s Friday afternoon, and you pick up a voicemail from your client about the sale you thought you had closed earlier in the week. “I’m sure there is nothing to worry about, but our legal guys have a couple of questions, let me get back to you in a week or so.” Bang goes the…
Read MoreA long time ago in a country far, far away…..
When I was a youngster selling British building materials to Japanese contractors in Saudi Arabia, one of my colleagues used to trot out the same phrase every time an opportunity got stuck in the sales pipeline, “Business is easy, it is people that make it difficult!” As a newcomer to sales, I stupidly thought that…
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