Category Archives: Learning

(3 minutes read) Most salespeople think they are the essential part of the company and all other functions, such as finance, marketing, HR, and operations, exist because people are selling. They believe that without sales, the company cannot exist, and it is partly true. The company cannot live without sales, but it can’t exist onlyContinue reading “Sales is everything. Really?”

(3 mintues read) Regardless of their size, it is always tricky for companies to say no to a big customer.  Either they are looking for additional growth or trying to survive difficult times, there is always a “perfect reason” for the compromise.  Many companies continue to do business with customers to whom they cannot sayContinue reading “Saying no to “big customers”: Selectivity in sales”

(4 minutes read) According to a survey conducted by EY*, 72% of US companies operating over 1bn$ in revenues had a negative impact on their supply chain, therefore facing significant difficulties on their deliveries. COVID 19 pandemic indeed disrupted all levels of global trade, and the global supply chain is on top of the list.Continue reading “Selling in difficult (Covid) times”

(2 minutes read) In the last blog (mindfulness in sales) we mentioned how mindfulness could be useful in sales, although it seems to be a woo-woo thing for most of the people in the sales world. That said, it is also important to understand how you can practice it and what it means for aContinue reading “Practicing mindfulness in sales”

(4 minutes read) One of the best ways to test a salesperson’s attitude, is to ask questions about the competition. Most of the salespeople feel uncomfortable when it comes to talk about the competitors.    For salespeople, it is like a litmus test.  In real life, competitors reveal our weaknesses.  Therefore, whenever the topic popsContinue reading “Talking about your competitors”