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Selling is a science

There is a constant debate as to whether a good sales person is born or made – and whether selling is an art or a science. Even the sharpest sales people miss opportunities because they direct customer conversations based on assumption, rather than fact. And so, the content for this blog post came to life.A good example which supports this belief is the typical approach most sales people take. The so-called ‘milk round’ visits, designed to maintain relationships with long-standing clients

3rd December 2012
Taking care of pennies

There’s nothing like the threat of impending difficult economic conditions to set sales team on new offensives, firing on all cylinders as they hunt down new business with powerful promotions and other strategic campaigns. This is all very understandable. Panic sets in and every organization wants to make sure that they fire the first shots and take the most customers as the stakes become higher.The danger with focusing on attack, however, is that it potentially leaves your defenses compromised

19th November 2012
SaaS sales

When we founded sales-i, one of our underlying tenets was to deliver a new breed of sales intelligence services exclusively on a Software-as-a-Service (SaaS) model. Now many would see this as a no-brainer. After all, Gartner, as some of the most respected global analysts, had been forecasting stupendous growth in this deployment model for some years. The chickens are now definitely coming home to roost as more than 80% of organizations now consider SaaS as a low risk, pay as you go approach to buying software