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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

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

Handling Objections Method #1

Handling Objections Method #1

Sales Professionals / Feb 7, 2018 / Colleen Stanley

Probably every salesperson at one time or another is derailed by an objection during a sales call. There is an endless variety of them–for example, “Why is your price so much higher than that of your competitor?” Or “We think we can do this in-house.” Or the ever-popular “We actually need to delay this for ... Read Post

How Your Sales Force Measures Up (Part 1)

How Your Sales Force Measures Up (Part 1)

Sales Management / Feb 6, 2018 / Lisa Magnuson

Building a top-notch sales force is a dynamic endeavor. It requires a solid foundation of leadership, market focus, sales process and ongoing management. Many organizations have some – but not all – of these critical components in place and wonder why results may be lacking. Is your sales force ‘fit’? Are your sales people thriving ... Read Post

Learning the Natural Laws of Sales

Learning the Natural Laws of Sales

Sales Professionals / Feb 6, 2018 / Nikolaus Kimla

If you’re a member of a sales force, or in sales management, there is always practical information you must know. You need to know as much as possible about your own products. You need to have a firm grounding about your particular industry and market. Today especially you must have as much insight as possible ... Read Post

Deb Calvert Interview: Stop Selling and Start Leading

Deb Calvert Interview: Stop Selling and Start Leading

Sales Professionals / Feb 6, 2018 / Deb Calvert

We recently interviewed top sales expert, bestselling author and leading sales and executive coach Deb Calvert on several topics of her expertise, including her new book Stop Selling and Start Leading. The interview gives some fascinating insight into sales questions, teamwork, and the amazing power of leadership in sales. 1. The name of your company ... Read Post

Leveraging Inside Sales

Leveraging Inside Sales

Sales Management / Feb 5, 2018 / Barbara Giamanco

A variety of industries use inside sales as a popular high-growth sales model. According to Harvard Business Review, 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. The reasons for inside sales (SDR/BDR) team growth vary, but one fact is clear: buyers seem ... Read Post

Blocking Sales Competition

Blocking Sales Competition

Sales Management / Feb 5, 2018 / Roy Osing

Why is there so much talk about sales competition? How to build a competitive strategy, tips for analyzing your competition, how to attain a cost leadership position against your competitors and how to outsell your competitors pervade the thinking of most business people. The underlying strategic intent is to build barriers to competitive entry; erect ... Read Post

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