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Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.

Strategic Enterprise Selling is the process of engaging the most senior levels early, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions and setting an agenda.

When formulating a strategy, navigating blindly and relying on guesswork leads to inaccurate and unexpected results. Here are the top sales strategies from survey research conducted on 6,000 sales professionals.

If you’re a sales manager or CEO, send this to the entire sales team and put them on notice - stop screwing around with your success; be the professional you’re paid to be.

Here are the top 5 articles on Head Of Sales for 2020 based on website page views which are generated from the email newsletter, social media and search engines.

During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,

There’s great triumph in nailing an online meeting. It sets you apart from competitors, deepens credibility, crystallises value and builds relationships.

Batman or High D’s are not intentionally unkind or rude. Their bark is often worse than his bite. If you respect them and meet their expectations, they will probably do business with you and become a life long client.

Invoke Fear, Radiate Authority, Honesty and Consistency. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.

Emotional intelligence is a skill that’s incredibly beneficial when it comes to sales and business – but its use goes far beyond closing a deal or getting a promotion. EI can help you in virtually any professional or personal activity. Emotional intelligence can be learned – and it really is the key to success!