A resume is an important document that needs exceptional guidance, strong content & out of box thinking to ensure a strong pitch to prospective employers. Companies worldwide have built a customer perception that resumes get you a job that essentially is not the case. On the contrary, it resume helps you get an interview opportunity[...]

Mergers, lay-offs, reorganisations, and downsizings all take their toll on the employees who survive them. Whatever you call these personnel changes, the result is the same – traumatised workers. You might assume that the people who hold on to their jobs would be grateful. In fact, they may need some of the same attention, emotional[...]

Developing a customer-focused value proposition is key to winning business and selling more effectively. Value propositions establish the value basis for your business relationships with your customers. You can use value propositions to describe how your solution will improve your customer’s business and how the improvement will be measured. Every sales professional must be able[...]

Pricing decisions are strategic and critical to the success of your company. The prices you charge for your products affect demand, thus causing a ripple effect across your company’s output, revenues, costs, and income. With a sound pricing strategy, your company is in a better position to perform these important tasks: Launch and manage a[...]

Life would be grand if we could sprinkle a few seeds in the ground, fertilize, add water…and a great sales person would sprout. This is truly a pipedream, but one often pursued by small business owners and sales management executives in their quest to find great sales talent. Rather than grow their own, they attempt[...]

Reading Zoe’s post I was inspired to come up with reasons why people leave organizations. People don’t get integrated. Most organizations have an orientation program which is more of data-dump or focussed on compliance trainings being completed. The focus should be more on enabling employees to form networks within themselves. Performance goals are unclear. In[...]

Every day, technology salespeople are struggling to close deals, network contacts are ignoring you, proposals are being postponed, and quotas go unfulfilled. Is anybody buying any technology or professional services today? If they are, why? Even when technology sales are slow, companies still buy when sales reps use the “doctor” method of sales in which[...]