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Yearly Archives: 2013

What Business Acumen do Sales People Need?

June 6, 2013 – 1:57 pm

When people talk about Business Acumen for sales people they tend to cover a wide range of skills, knowledge and behaviours that they would like sales people to demonstrate in front of a customer. Here are some of the areas are commonly bracketed under Business Acumen: Accounts and financial statements Calling high at the C-suite, […]

By John | Posted in Coaching, Customer Focus, Executive Selling, Training | Tagged , , , , , | Comments Off on What Business Acumen do Sales People Need?

 

Business Acumen for Sales People

May 21, 2013 – 1:19 pm

I speak to many Heads of Sales and Sales Managers and ask the question “What is it that your sales people are missing that would make them much more effective?” It may not surprise you to find out that they never answer a CRM system! Most of them talk about knowing more about a customer’s […]

By John | Posted in Executive Selling, Training | Tagged , , , | Comments Off on Business Acumen for Sales People

 

The Challenger Sale

May 10, 2013 – 6:47 pm

Those of you who follow my work will know that as well as working with my own clients I am a facilitator for CEB’s Challenger program and the various associated workshops for sales managers. Many of you will have seen lots written about The Challenger model and so I thought I would give my perspective […]

By John | Posted in Sales Attitude, Sales Process, Training | Tagged , , , , | Comments Off on The Challenger Sale

 

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