Month: May 2016

Whether you are 10 years, or 10 minutes in business, the key to success in B2B is the same: KNOW YOUR MARKET. Still, it surprises us how many companies have little or no data on their target market. Even those who claim to 'really know their market' are clueless when questioned on key essentials such as: where does your target 'sweetspot' lie, do you know the name of the key decision maker in each company, do you know their position...

Read More →

Do you think about ethics when you consider sales? Most people don’t.  You’re far more likely to hear people associate sales with negative connotations that illustrate how manipulative salespeople can be – often selling people something they don’t even need.  Have you ever heard the phrase, ‘he could sell sand to the Arabs?’ The day of the slick, snake-oil salesman is gone.  Reputation is now King.  And to forge ahead in sales these days, thankfully, you need to be an...

Read More →