Consultative Dialogue Skills for Financial Advisers
March 25th, 2010 | Written by: Level FiveIndustry changes are dictating that financial advisory service providers alter their client engagement processes in order to remain relevant and successful. (more…)
The Duopoly Dilemma
March 25th, 2010 | Written by: Level FiveSales organisations in industry sectors where there are a limited number of players face challenges when market forces driven by new competitors demand new and distinctly different selling behaviours. (more…)
How to get new salespeople to speed faster
March 25th, 2010 | Written by: Level FiveA best practice sales induction program clearly prescribes the specific knowledge that needs to be acquired; the skills that must be demonstrated; and the activities that must be completed; within the first 120 days of employment in any sales role. (more…)
Why selling based on relationships alone no longer works
March 25th, 2010 | Written by: Level FiveProcurement processes have progressively developed over the past decade and major account reviews and tender processes have been locked into rigorous processes that de-link and neutralise the value of established buyer-seller relationships. (more…)
Sales Coaching: Opportunity based sales management
March 24th, 2010 | Written by: Level FiveConstant questions about when particular deals will close and what the ‘score’ will be at month end is hardly constructive and definitely not value creating sales management behaviour from an individual salesperson’s perspective. (more…)