Library
Take a seat. Grab an article that will make a difference to your work straight away. Spend your time wisely in the Library.
The New Sales Director
Business is obsessed with sales, profit and growth. Of course it is. “What’s the bottom line?” is now a question that can be asked in any discussion about almost any topic. But why are we obsessed with sales, profit and growth? Is it... read more24-point plan for successful proposals
Proposals are a fundamental part of selling for many businesses. As a Sales Director, you might not be responsible for writing or reviewing as many of these as you used to but you are almost certainly responsible for setting the direction and ensuring... read moreHow to package up and sell services
Services are where many companies make most of their profit. Whether it's core business or an add-on to a product, selling more services has got to be top of most Sales Director's agenda. But services are highly intangible. The best way to sell more is... read moreHelp your sales people build trust fast
We know that customers buy from people they know, like and trust. Getting known and liked is a marketers game, to a large extent. Being trusted, particularly if personal selling is important in your business, is a little bit harder. It's about third party... read moreSales reward innovation in a recession
There is a well developed body of evidence to tell us that, compared to the population as a whole, those people who enjoy careers in sales and who are good at selling are competitive, to some degree, and have a liking for monetary or material rewards. ... read moreRe-engineering the sales force
Many organisations are not highly differentiated through product or service and therefore must be differentiated through the quality of their sales force if they are to succeed. How do you create a sales force that is highly successful, highly motivated... read morePrincipled sales leadership - online test and personal report for Sales Club members
The new generation of Sales Directors are strong, principled leaders. They are familiar with their own moral profile and how to make decisions which are right for the organisation, its customers, employees and stakeholders. ... read moreCase study: Are you recruiting for mediocrity?
Good sales people, like good sports people, have a competitive streak. Good Sales Directors, like good sporting managers have that competitive streak refined. And good Sales Directors, like good sporting managers will look at their team and... read moreSales Guardian: Question, Question, Question
Several years ago when I was Sales Director at a leading technology company, I interviewed a young guy, Steve, for a regional sales representative position. ... read moreSales Guardian: Is email a sales tool or sales barrier?
Since email first raised its commercial head in the 1990s, it has become the most widely used form of business communication. Good or bad news for the sales department? Initially the pros far outweighed the cons. Speed of communication became... read moreThe Selexsy book store
in the Netherlands operates out of an old church, with glorious soaring spires and calm, quiet nooks - the perfect place to sit and read awhile. The photographer is Mr. Etiënne van Sloun.
