Sales and Marketing Management Articles

The Art of Winning Back Lost Customers


It’s inevitable in sales that you will win some and you will lose some. Not every customer is aligned with your company’s thinking and sometimes it just wasn't meant to be. But for the most part, these lost customers don’t have to stay that way. It just takes some strategic sales management to turn the situation around and win back [...]

The Important Role of Sales In An Organisation


In any organisation, the sales department plays a pivotal role in the success of the business. The unique and important role of sales is to bridge the gap between the potential customer’s needs and the products/services that the organisation offers that can fulfil their needs. Here are some of the key ways in which sales impact the organisation’s success: Sales [...]

Sales Prospecting In The Digital World


The digital shift is well and truly upon us. It’s been promised (or threatened, depending on your view point!) for the last few decades, and in 2014 we can officially declare ourselves in the ‘digital age’. So what does that mean for sales and marketing professionals? As daunting as the prospect of digital may seem to some, it is actually [...]

Understanding The Four Main Influences on Consumer Buying Behaviour


In any business to customer (B to C) situation, there are four main factors that will influence a buyer’s decision to make the sale, and understanding these factors allows us to integrate them in our sales and marketing efforts. Leveraging these influential factors is what makes these efforts highly successful. When we choose to buy something, we typically go through [...]

Why The Relationship Between Sales and Marketing Needs To Improve


For many years now there has been debate as to whether sales and marketing are completely separate entities working in competition with each other, or are just two sides of the same coin equally contributing to the same outcome. In most companies, the sad reality is that marketing and sales departments often don’t actually communicate, let alone work together to [...]

By continuing to use the site, you agree to the use of cookies. more information

The cookie settings on this website are set to "allow cookies" to give you the best browsing experience possible. If you continue to use this website without changing your cookie settings or you click "Accept" below then you are consenting to this.