Month: August 2017

The Three Causes of Failure

Prospero 28 August

2 minutes

When a salesperson (or anybody for that matter), isn’t performing it’s useful to think about causes not symptoms. There are three root causes as to why somebody isn’t performing: Category 1 – Knowledge Skills Deficit […]

Sales

Ten Growth Areas in Key Account Management

Prospero 21 August

2 minutes

One of the most dynamic areas of the sales process is Key Account Management (we’re using the term generically, there are differing variations like Global Account Management, Enterprise Wide Selling etc), and synonyms like Major […]

Adding Value

How Do You Define Value?

Prospero 14 August

2 minutes

The concept of value is an endemic factor of business life. Every organisation is selling ‘value’; every purchaser (whether another business or consumer) is looking to buy ‘value’. So what exactly is value? When helping […]

Adding Value

Nine Steps to a Business Growth Engine

Prospero 7 August

3 minutes

Business Law Number One: every commercial business has to grow its top line revenues over time unless it has found the paradise of declining costs year on year. This is the only way to maintain […]