Brilliant - A new find in Tibor Shanto and a steady favorite in Colin Wilson

Let’s get right to it and start with an amazing post by Tibor Shanto. In his post, “Selling to procurement“, he clearly explains the futility in these efforts. There is no magic way to get purchasing agents to think about anything but price, and with the economy floundering, they become much more powerful. He suggests [...]

Colin’s Corner: The 6 Fears of Using the Corporate Pipeline

How accurate is your corporate pipeline?… here are six reasons why your pipeline may not reflect the true position of your potential sales… and at the end of this post… the consequences for the corporation for it not being accurate.
1. Targets get Set Against Size of Pipeline
It is in the sales reps interest to have [...]

Colin’s Corner - Forecasting - let the reps do it.

Following on from the theme of my last post, I can safely say sales are the life blood of an organisation. Whatever its size, an organisation must sell in order to survive and the primary responsibility of its directors is to deliver growth and increased wealth to the shareholders. Shareholder return is delivered through dividend [...]

Colin’s Corner - Wealth Creation – luck or practice?

In the widest possible context, the wealth of a nation is totally dependent on the ability of business within its community to sell their products and services, just as every job within every business is totally dependent for their existence on the sales function’s ability to sell. The sales function is equally totally dependent on [...]

The start of Colin’s Corner - A collaborator and sales trainer

Colin Wilson has joined the fun! He is a founding partner of First Border, one of the UK’s leading sales training consultancies. He is a Chartered Engineer, a Fellow of the Institute of Sales and Marketing Management, and a Practitioner of NLP (Neuro Linguistic Programming). His insight is welcome and you can find his posts [...]