When business development software company SAP decided to retrain its 6,000 account executives and sales managers in the techniques of Challenger™ selling, it meant unlearning centuries of sales tradition based round agreeing with the customer.
Tag: 2016
Thursday, April 14, 2016: Science has already supplied the answer to what makes a more effective sales team. Trouble is, almost no-one is putting it into practice, says business psychologist Ian Price. The answer, Price told today’s seminar at the Association Of Professional Sales (APS), is to encourage optimism. To cope with the psychological pressures of … Continue reading Masters of destiny: what sales can learn from elite sport
Take a long, hard look in the mirror, advises Mary Spillane. Do you project energy and confidence? Have you updated yourself recently? Or is there a sell-by date glaring out from your forehead?