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Tag Archives: change

The changing requirements of the buyer

February 14, 2012 – 8:00 pm

The starting point in the redefining of any customer facing activity should be the customer.  So what has happened to the patterns of buyer behaviour that means we have to review the way we sell to customers? Original sales training was focused on getting sales people to fully understand the features and benefits of their […]


The New Buyer

May 19, 2010 – 10:19 am

Have you noticed something has changed in sales? Everyone now talks about every sale being price sensitive – is this true or is it just sales people making excuses? Firstly, when I do account/opportunity reviews, I am still amazed how many sales people really cannot articulate their value proposition and show a clear line of […]


BATNA – Best Alternative to a Negotiated Agreement

May 8, 2010 – 6:16 pm

One of the concepts that sales people often have difficulty with on an advanced negotiation skills course is BATNA. I intended to create a blog for this topic in the future but there is such a great BATNA example in the news at the moment, I thought I should cover it now. So the situation […]


The Role Of The Sales Manager

April 26, 2010 – 10:59 am

Have you noticed over the last few years how the role of the sales manager has changed?  In the good old days, the sales manager’s mantra would be “how can I help you win the business”, “what resources do you need to win the business”; “can I speak to your contact’s boss to develop the […]

By John | Posted in Sales Management | Also tagged , | Comments (0)



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