How the sales funnel affects selling

As a sales rep, you’ll know your products and services inside out and back to front… at least, you should! You should have your own internal library filled with all sorts of product-specific information and market data. This not only

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Price matching: yes or no?

Imagine you’re in the middle of a sales call to a potential customer, and imagine it’s been going great…. until it’s time to talk cost. “It’s too expensive, I can get a similar product cheaper from another supplier”, says the

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How to ask for a pay rise

For the past few years, we’ve seen many instances where consumer prices have increased much more rapidly than the average salary. Unsurprisingly, this has left some of us concerned about future financial stability, and questioning how we can be sure

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Warehousing predictions for the near future

Warehousing has certainly changed a lot within recent years. Not only have we experienced increases in warehouse automation, drop shipping, and reverse logistics, but the entire landscape and the way we work has evolved. And yet there has never been

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Value: the key to a successful sales presentation

Creating a sales presentation is simple. However, as many of us know, creating a successful sales presentation isn’t always so easy! There are, of course, many different factors that contribute towards an effective pitch, but one of the most important

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Sales compensation plans: the basics

In this guide we try to cover the basic concepts in sales compensation that might not be familiar to managers or business owners who come from a non-sales background. Pay: It’s one of the most important factors – if not

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Should you work towards an MBA?

There are many avenues of professional development available for both employees and business owners, with one of the most renowned being an MBA. The Master of Business Administration qualification was first launched as a postgraduate offering in the United States,

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How to create a motivational home working environment

The amount of people choosing to work from home is steadily increasing, with technological advancements meaning that many duties can now be completed remotely without the need to venture into the office. Remote working is highly desirable for many, removing

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The importance of target audience analysis in B2B sales

We’re living in an interconnected world. This is a world where we can connect with friends and family all across the globe through social media networks; a world where we can connect with businesses at the touch of a button;

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The most important sales skills of the future

The sorts of skills that are needed to succeed in sales have undergone a massive evolution, with 21st century in-demand talents barely even resembling those needed throughout the 80s and 90s. The ability to travel door-to-door selling encyclopedias, for example,

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