More and more purpose-driven social enterprises are trying their hand at distributing life-changing products by having the poor pay for them. To attract customers, they usually start with mild marketing campaigns such as promotional events and passive distribution. When these attempts fail to get the job done—as they often do—they revert to active selling. Many […]
Setting up a sales academy is certainly an attractive option for many organizations. In order to make it work, leaders must diagnose the sales problems first and then design their own selling framework to serve their customers. Dr. Roy Whitten and Scott Roy discuss the key factors to consider when training your own salespeople. Please […]
In this part one of a three-part series Dr. Roy Whitten and Scott Roy look into how to be aware of your attitude and ‘elevate’ it in order to produce greater results. Not just tips and tricks, but transformation; Learn how to proactively manage your attitude and achieve what you want to achieve
December 2016 The International Journal of Sales Transformation, Issue 2.4 The biggest problem many salespeople have is that they just don’t listen well enough. How to prepare, execute, and learn from a new way to listen. Please click the link below to access the article. precision-listening_ijst-issue-2-4 Reproduced by permission of the International Journal of Sales […]
September 2016 The International Journal of Sales Transformation, Issue 2.3 Dr Roy Whitten and Scott Roy discuss what to do before the pitch and how to do it. This is called the “art of discovery”, arguably the single most critical component of the selling process. Please click the link below to access the article. the-art-of-discovery_ijst-issue-2-3 […]
Most companies fail to accurately measure the impact of their sales training programmes in a way that can lead to sustained improvement in performance. Let’s take a look at why measuring sales training is so difficult, what it takes to get it right, and explore one method that we have found to be effective.
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