In many sales teams the first question which gets asked when a new product arrives is, What kind of discount can we offer? But by routinely offering discounts your best performing salespeople could be your companies’ worst enemy.

Being in a high pressure, performance related profession means that inevitably salespeople are prone to stress and overload. Add into that the challenges of selling to a globally distributed market where sales calls can mean long haul flights and late night dinners and it’s understandable that maritime sales people in particular have a tough time. So, if you’re looking for something [...]

According to Christine Crandell writing in Forbes, there are six archetypes of sales and marketing and you will fall into one of them. Originally espoused by Jung in the early 20th Century, personality prototypes are often readily embraced by businesses when hiring personnel but they can play a wider and more significant role across the sales and marketing function. Importantly [...]

Sales people by their nature tend to be go-getters and any role which features an element of performance-related pay requires an action oriented individual. However, when it comes to negotiation, as the old saying goes, ‘time spent in reconnaissance is seldom wasted’. Effective negotiation requires planning and when that planning doesn’t take place then there’s a real danger that money [...]

 Gwyn Teatro  author of the ‘You’re Not The Boss of Me’ blog dissects leadership and how to get the best out of others. Could these 5 tips help unlock the energy in your sales teams? “The leader’s job is not to provide energy, but to release it from others.” #1 – Give them something they can relate to and believe in. [...]

Good salespeople are hard to find. Good maritime salespeople even more so. But is a marine background as important as the industry thinks? {lang: ‘en-GB’}