Buyers will always want transactions, but in the near future, they just won't pay for the overhead of a salesperson. In addition to transactions, buyers will always require transformations. For these, they will happily pay for a Strategic Account Manager. Suppliers will be automated. Symbiotic Partnerships will never be automated. They require a genuine human-to-human connection. Those who try to play in the middle as transactional salespeople will be crushed by the march of progress.

Meetings. Do you love or loathe them? Whatever your answer, you know that sooner or later you'll be attending one! According to a survey, 45% of us are blighted by "having a meeting for the sake of having a meeting". Ring any bells? I've attended a few meetings in my time. Some excellent. Some not so! I thought I'd jot down some random thoughts on how to have better meetings! And I'd love to know what you think too! Here goes... =

What are the critical "signs" of pending job loss that might have been present, for at least three to six months before you noticed them?

You Can't Manage What You Can't Measure

Follow Up is Key to Your Organization's Sales Success

Your team is not following up enough. Part of the reason is that you have not educated them on how much follow up is needed for high level success.

Did Manchester City win the English Premier League because they made the least excuses?

What comes up for you when you think about selling your services or products? Do you feel upbeat, positive and ready to share the wonders of what you do? Or do you feel dread, doubt, fear or a combination of negative emotions? You may have an armoury of selling skills but if you have negative emotions going on inside, this will get in the way of your sales success. The signs that negativity is working against you are...

Have you ever asked anyone a question that can be answered in a sentence or two - and yet they're still talking 10 minutes later? Or maybe asked for more detail on a subject - and been given a one line answer? Are you the person that is only interested in the big picture? That is you tend to give very brief responses regardless of the question? Or do you prefer to give a very detailed response to questions? What about others?

Many sales organizations rely on distributed workforces so they can have sales people close to all their prospective buyers. There are plenty of benefits to this approach, but there are also risks. A comparison of research by Gallup and Enkata reveals some interesting findings.

Twelve timeless ideas to help us all make the most of our online networking (or social media) time.

Most sales training is geared towards extroverts, chiefly for the fact that few introverts entertain sales as a viable means of generating an income, but when the introvert joins the ranks, they can bring a lot to the table that extroverts cannot. It's important to identify the positive traits that introverts can bring to the table, and how to mine them. Here are some ways that you can tailor your sales training to include the introvert.