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SALES & MARKETING

What about the Buyer’s Journey?

by Bob Apollo  When organisations talk about their sales process, they are usually thinking in terms of a sequence of sales activities, typically encapsulated in a series of pipeline stages, which are designed to move a prospect from first contact to a successful...

Who are your ideal customers?

by Bob Apollo  Most sales organisations – and most of the sales people who work for them – are capable of describing their target market in broad demographic terms. They might, for example, choose to focus on organisations of a certain size, in one or a...

Masterclass in Virtual Selling Workshop

Short programme Masterclass in Virtual Selling Recent events have accelerated trends towards ‘virtual selling’ where face to face meetings with your prospects and customers have moved online.​ PROGRAMME LOGIN Programme Overview The Masterclass in Virtual Selling will...

Building a World Class Sales System – an Overview

Michael McGowan  Do you have an accurate Sales Measurement Process? Do you have tools to enable effective Sales? Do you have the People in place to implement your Sales System? This short clip will help you consider what you need to do. Back to Sales &...

Building the Sales System – Sales Resourcing

by Michael McGowan The third component of a world-class sales system is resourcing which is the people and talent strategy component. We have to invest to attract the right profile of professional salespeople who can fill precisely defined roles. Strong sales...

Building the Sales System – Sales Enablement

by Michael McGowan In Part 1 of Building the Sales System we looked at the measurement component. To deliver on sales targets and deadlines, your company’s sales system needs an enablement component.  “Sales Enablement” houses the messaging, tools and methodologies...