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The Evolution of Sales in the Mining Industry
Sales and Marketing / Mar 19, 2025 / John Golden

The Evolution of Sales in the Mining Industry

The mining industry is having to change in its approach to sales,  moving away from its traditional focus on transactional selling and instead leaning into consultative selling. In recent interviews with sales leaders across the mining sector, it’s clear that the combination of changing buyer behaviors, digital transformation, and evolving market demands is forcing a ... Read Post

Averting Sales Risk with Sunk Cost

Averting Sales Risk with Sunk Cost

Sales Professionals / Feb 13, 2018 / Nikolaus Kimla

What is the principle of sunk cost, and how can it be practically applied to sales? For it certainly can. Sunk cost is a principle of economics. Sunk costs are costs that a company has already invested in products or services that must now be profitably recovered. These are costs that your company has already ... Read Post

A Great Sales Leadership Formula

A Great Sales Leadership Formula

Sales Management / Feb 11, 2018 / Joe Micallef

Does great sales leadership have a formula? Maybe not, but it will be found that all great sales leaders who achieve great sales success share common characteristics. Throughout my 25-year career in corporate sales, I’ve had the pleasure of working for (and with) a good number of fantastic sales leaders. They were highly inspirational people ... Read Post

4 Sales Productivity Myths

4 Sales Productivity Myths

Sales Professionals / Feb 10, 2018 / Sam Holzman

As the B2B landscape changes and evolves, companies continue to ask themselves the question – how can we improve sales productivity? Unfortunately, there are many misconceptions woven into the fabric of today’s B2B sales culture. Until these incorrect beliefs and practices are corrected, sales reps won’t achieve their productivity goals. So follow along as we ... Read Post

How to Sales Network with Anyone

How to Sales Network with Anyone

Sales Professionals / Feb 9, 2018 / Richard Forrest

It is often said that for business success, sales networking is essential. But if we’re honest, there are few of us that are actually good at it. Networking is either avoided altogether, or presented with a face-to-face networking situation, we fail to really engage and exploit the opportunities the encounter offers. Why does this happen? ... Read Post

8 Great Sales Enablement Systems

8 Great Sales Enablement Systems

Sales Management / Feb 9, 2018 / Craig Lowder

The America’s Cup race team is highly selective about which sailors are allowed to crew the ship. If the team wants to win, the best people are needed. A company should be equally selective about who sells its products or services. Your salespeople are your face to the customer and they play a large role ... Read Post

Hiring the Right Sales Hunter

Hiring the Right Sales Hunter

Sales Management / Feb 8, 2018 / Caryn Kopp

We’ve learned a thing or two about hiring salespeople in the 19 years I’ve been running a company of for-hire senior level Door Openers®. Most sales VPs–and, for that matter, business owners–know the difference between farmers and hunters in sales. What they may not know, however, is that not all hunters are created equally. There ... Read Post

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