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How to keep bringing in the best salespeople
How to keep bringing in the best salespeople

Many people hear the word recruitment and think: create a job description and throw that up as the advert and we’ll ...

Getting back on the right path with your sales.
Getting back on the right path with your sales.

Anyone watching the unfolding story of the Ever Given stuck in the Suez Canal over the past week now, would have seen ...

Identifying customer buying signals when the going gets tough.
Identifying customer buying signals when the going gets tough.

As manufacturing, distribution and wholesaling business seek to mitigate the ongoing effects of the pandemic by ...

sales-i's most read opinion pieces of 2020.
sales-i's most read opinion pieces of 2020.

2020 – a year like no other... but what were the 10 most read opinion pieces from the sales-i website last year? 

Selling in uncertain times: 5 questions for your 2021 sales strategy.
Selling in uncertain times: 5 questions for your 2021 sales strategy.

Manufacturers, distributors and wholesalers hoping for some early New Year cheer are now facing up to the reality of a ...

5 Things Every Sales Manager Needs.
5 Things Every Sales Manager Needs.

Every wholesale distribution sales manager should know these 5 things to ensure their team is focused, efficient and ...

15 sales tips you need to know.
15 sales tips you need to know.

15 sales tips for success, to build trust, learn how to read people and adapt to any situation. In sales, you’ll often ...

Get back your time as a sales manager.
Get back your time as a sales manager.

What you want to do, rather than what you have to do. As a sales leader, the clock is always ticking. Reports need to ...

The power of counterintuitive selling.
The power of counterintuitive selling.

An unpredictable world, such as the one we are currently operating in, requires new tactics. As the world returns to ...

Cross-selling techniques – The secret that boosts sales.
Cross-selling techniques – The secret that boosts sales.

How can you improve your cross-selling techniques? In 2020, 69% of Americans have shopped online and 25% of those do so ...

Now is the time to really manage your team.
Now is the time to really manage your team.

Now is the time to really manage your team. As a manager right now, if you’re separated from your team and unable to ...

A framework for effective sales management (tip 5 of 5).
A framework for effective sales management (tip 5 of 5).

Tip 5: Reverse planning of your sales activity. Sales is one of the few professions where metrics can be captured at ...

A framework for effective sales management (tip 4 of 5).
A framework for effective sales management (tip 4 of 5).

Tip 4: The ‘rubber band’ effect. Salespeople are a stubborn bunch. Change is not in their vocabulary.

A framework for effective sales management (tip 3 of 5).
A framework for effective sales management (tip 3 of 5).

Tip 3: Understanding who’s your best salesperson.  It’s the end of the quarter and Bob has yet again generated the most ...

A framework for effective sales management (tip 2 of 5).
A framework for effective sales management (tip 2 of 5).

Tip 2: The role of a sales manager. It may sound like it’s easy to describe what a sales manager’s role is but so many ...

A framework for effective sales management (tip 1 of 5).
A framework for effective sales management (tip 1 of 5).

Tip 1: 173 is the most important number in sales. 173. This number should always be in the back of every salesperson’s ...

How to Upsell and Cross Sell Effectively: 5 Top Tips.
How to Upsell and Cross Sell Effectively: 5 Top Tips.

When you’re looking for ways to grow your business, you could do worse than using tried and tested up-selling or ...

INFOGRAPHIC: 27 game-changing sales stats.
INFOGRAPHIC: 27 game-changing sales stats.

Sales is a numbers game. So we’ve collated some of the most eye-watering, game-changing sales statistics that just ...

Why selling is like dating
Why selling is like dating

Want to discover why selling is like dating? Read on.

18 Steps to a Productive Sales Meeting.
18 Steps to a Productive Sales Meeting.

No one likes a meeting that rambles on, has no plan, no goals and no respect for other people’s time. Making every ...

5 modern selling techniques for breweries.
5 modern selling techniques for breweries.

Download our guide to discover the top 5 ways you can outwit the competition. For many breweries, their business has ...

How to build a killer presentation.
How to build a killer presentation.

There are more than 500 million PowerPoint users worldwide creating over 30 million presentations every day. However, ...

7 tips to manage growth in the building supplies industry.
7 tips to manage growth in the building supplies industry.

With forecasted growth of 70%, the building supplies industry needs to know how to manage growth. The building and ...

5 steps to successful living in a modern world.
5 steps to successful living in a modern world.

Traditional selling techniques still have their place but successful selling in a modern world needs a different ...

5 handy sales hints to help improve your sales skills.
5 handy sales hints to help improve your sales skills.

The art of sales is a minefield. If it was easy, we’d all be doing it. With this in mind, we’ve come up with 5 handy ...

4 powerful value adds to set your manufacturing business apart from the rest.
4 powerful value adds to set your manufacturing business apart from the rest.

In what is increasingly becoming a heavily commoditized market, manufacturers are constantly looking for ways to add ...

How to Set Effective Sales Goals.
How to Set Effective Sales Goals.

What makes an effective sales goal and how can you make sure that yours will motivate your salesforce to reach their ...

Top Tips On How To Forecast Sales.
Top Tips On How To Forecast Sales.

Worrying about how to forecast sales for your business? Don’t panic - read our top tips on how to create yours now. Has ...

99 sales stats that will help you sell smarter.
99 sales stats that will help you sell smarter.

Here are 99 sales stats that will make you sell smarter:

Three vital features of a successful sales culture.
Three vital features of a successful sales culture.

A repetitive approach to sales isn’t sustainable for any company, regardless of its shape or size. Without a regular ...

Why discounting is killing your business.
Why discounting is killing your business.

Using a small discount to get that sale over line may sound like a smart idea but in reality it can cause you a serious ...

How to write emails that actually get opened and read.
How to write emails that actually get opened and read.

How can you make sure that your prospects actually open your emails? Read this guide and you’ll learn to:

Price wars: the 1 penny difference.
Price wars: the 1 penny difference.

The global packaging market is set to reach over $1 trillion by 2021, which puts this as a major industry worldwide. ...

Are you a data-driven sales manager?
Are you a data-driven sales manager?

Sales managers are becoming more reliant on data to make better decisions. But what are the common traits of the ...

How to manage a sales team to success.
How to manage a sales team to success.

There’s no doubt about it, sales is a highly competitive, results driven business. That’s why having the right ...

How to have better conversations with prospects and customers.
How to have better conversations with prospects and customers.

Despite having them every day, many business people don’t actually think about the quality of their conversations and ...

5 powerful techniques food suppliers can use to destroy competition.
5 powerful techniques food suppliers can use to destroy competition.

In such a bustling industry, remaining competitive and profitable is a challenge for even the most established of ...

7 ways to become an effective sales leader
7 ways to become an effective sales leader

Are you a truly effective sales leader? No, because nobody is perfect. But can you improve? Of course you can. We ...

Going mobile in the janitorial and sanitation supplies industry.
Going mobile in the janitorial and sanitation supplies industry.

The Jan/San industry is worth $23.6bn, so don't fall behind by not going mobile. Are you on the fence about going ...

How to build a high performing sales team.
How to build a high performing sales team.

We have surveyed 254 salespeople to find out how sales teams consistently deliver results. Why do some sales teams ...

Building a high performing sales team: finding opportunities
Building a high performing sales team: finding opportunities

When building a high performing sales team, you need to be able to sniff out an opportunity at any given moment. A high ...

5 tips to writing the perfect sales proposal.
5 tips to writing the perfect sales proposal.

Ah, the sales proposal. One of, if not the most important steps in any sales process. A proposal is a crucial document ...

10 traits to learn from the most successful salespeople
10 traits to learn from the most successful salespeople

Right now is the perfect time to be working in sales. There are challenges (thanks to the past two years) and there are ...

4 simple ways to sell more.
4 simple ways to sell more.

It’s hardly a secret that all salespeople and marketers want to know how to sell more, but it’s easy to get so wrapped ...

8 must-have smartphone apps for salespeople.
8 must-have smartphone apps for salespeople.

If you're a sales person these are the smartphone apps you need. In the United States, people spend an average of 151 ...

Why your customer A is more important than your customer B.
Why your customer A is more important than your customer B.

The 80/20 rule is fundamental to every business. Stepping into another lecture at University I was greeted by yet more ...

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