Dec 31, 2020
Sales is changing fast and sales roles are changing fast.
Field sales is being overtaken by Inside Sales
And Inside Sales is increasingly spinning into virtual sales and digital sales thanks to technology such as AI.
We have moved beyond the realm of analog-selling into the era of data-driven digital sales, where...
Dec 24, 2020
Diversity is a buzz-word right now.
Many organizations mandate it.
It’s a metric by which many sales leaders are measured.
But what are the business benefits of diversity in a sales environment?
Is diversity linked to customer satisfaction and sales performance?
How do you hire for diversity and how do you...
Dec 17, 2020
Coaching is a great idea. It’s often the execution of it that sucks.
I see sales leaders who are convinced that they are coaching.
But they are directing, they’re not engaging and they’re certainly not listening.
You know the expression: Selling isn’t telling. Well that’s true of coaching as...
Dec 10, 2020
Today’s guest is Rakhi Voria Director, IBM Global Digital Sales Development.
She manages a team that is responsible for the strategy, implementation, and revenue of the Digital Sales Development (DSD) function globally.
Rakhi previously worked at Microsoft and served as the Chief of Staff to the Corporate Vice...
Dec 3, 2020
Most businesses love interns.
Some imagine internships to be sources of cheap labour.
But some realise that they can be a highly effective source of future top performers.
So what’s your take on hiring for sales internships?
Have you hired interns before and have you been an intern too?
Zeeshan Hafeez is...