If you deal much with government agencies or larger companies, you probably know that when they’re given a yearly budget, they tend to spend the entire amount. This is because if they don’t, the following year they’ll get less of a budget. For example, if a government department is given a budget of $1 million ... Read More
Today we are seeing an increasing amount of news and commentary about the necessity for artificial intelligence (AI) to intervene in or perhaps even replace live human interaction in areas such as sales and customer service. I beg to differ with such assessments–but not for reasons of “man versus machine” or other such cliches. My ... Read More
How important is it for a company to both have and understand its sales process? It’s not just important – it’s crucial to sales coordination, management and company expansion. A company’s sales process is the precise series of steps through which a sale passes, from prospect through to close. How do you determine the stages ... Start a slideshow
Today the subject of trade is more important than ever–in fact it was the foundation of our newly elected US president’s campaign. Nikolaus Kimla understands the importance of trade, and the importance of today’s salespeople and sales management, living and working in a global marketplace, understanding it, too. This is why he wrote his latest ... Play video
Trade plays a key role in sales, and it is of great benefit for anyone engaged in any level of sales to learn the fundamentals of trade. It is also of great benefit to understand how trade has evolved–for every evolution in trade has had a profound impact on sales. Like any endeavor, trade has ... Read More
While many will find the title controversial, especially given today’s climate of fostering startups, Nikolaus actually believes that entrepreneurship, as it is presented in many arenas, is actually dead and, in fact, could never get off the ground in the way it is often proposed. Read More
For sales today, a mindset is at least as important as a skillset. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility, individuality, security, freedom and Network Selling. Another vital part of the salesperson mindset, especially in the digital age, is the speed of technology adoption. Technology Adoption ... Read More
There are numerous popular sales methodologies today. These methodologies all bring sales best practices from different quarters, and greatly assist salespeople and sales organizations to consistently close a higher percentage of deals. In this ebook we explore 11 of the most popular sales methodologies. Interestingly each of these sales methodologies, in their own way, ... Read More
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