Category Archives: selling skills

“Nothing Happens Until Somebody Sells Something”

“Nothing happens until somebody sells something”, is one of the great sales managers’ rah rah clichés. But that doesn’t make it invalid. Its obviousness contains a critical truth that a business won’t survive for long if it relies on the other version of the saying, “nothing happens until somebody buys something”. Selling is something under… Read More »

Relationship Building Behaviours

Effective account development relies on the account manager having excellent relationship building skills. A survey of companies found that the following are the most important relationship building skills they expect from supplier account managers: Utilising Basic Selling Skills Building Strategic Plans Engaging in Self-Appraisal Establishing a Vision Consultative Problem Solving Orchestrating Resources Understanding Financial Impact… Read More »