Articles and News

Apapted from the original provided by Keith Dugdale and David Lambert co-authors of ”Smarter Selling – Next generation sales strategies to meet your buyer’s needs – every time”.
The main focus for the ground-breaking book Smarter Selling is external customers. This focus emerged as a result of the publisher’s desire to invent an eye-catching title that would [...]

Written by Keith Dugdale and David Lambert co-authors of ”Smarter Selling – Next generation sales strategies to meet your buyer’s needs – every time”.
“All my customers care about is price” is a commonly held belief among sales teams, managers and executives, especially as they start losing market share or as an economy tightens.
Of course everyone includes [...]

In Arthur Miller’s famous play, the central character Willy Loman idolises Dave Singleman, a great salesman known all over New England. “When he died, hundreds of salesmen and buyers were at his funeral.” More than fifty years later, the business world needs more Dave Singlemans.
Increased buyer choice resulting from globalisation and the growth of the Internet [...]

Written by Keith Dugdale and David Lambert co-authors of “Smarter Selling – Next generation sales strategies to meet your buyer’s needs – every time”.
We recently had a conversation with two senior executives in competing organisations in Australia. Both very confident that they were leading the market in terms of growth and that the other was [...]

Relationships are essential at work. We know this. But in helping people get better at selling to both their internal and external clients, there is particular value in developing partner relationships as a new imperative in these recession ridden times.
The truth about partner relationships is that they turn sales orthodoxy on its head. These sorts [...]