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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

Five Tools Every Sales Manager Should Have

Five Tools Every Sales Manager Should Have

Sales Management / Jul 28, 2017 / Ken Thoreson

During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below. They are not listed in any order of ... Read Post

Who Is In Charge of My Success?

Who Is In Charge of My Success?

Sales Professionals / Jul 27, 2017 / John Golden

“To know oneself is to study oneself in action with another person” – Bruce Lee I had a very interesting conversation the other day with a former colleague of mine, Bruce Wedderburn (who will be featured in an upcoming expert interview), and the concept of self responsibility in sales came up. And as I reflected ... Read Post

In Enterprise Pursuits, Make Time your Teammate

In Enterprise Pursuits, Make Time your Teammate

Sales Management / Jul 26, 2017 / Brian Sullivan

In pursuing complex enterprise accounts, a significant challenge that sales teams face is long, drawn out sales cycles. Working a major enterprise opportunity can take months or even years–and even then it may or may not be won. As those precious hours, days, weeks and months go by, all the negative factors increase: doubts, risks, ... Read Post

Don’t Put Sales Prospects Into Fight-or-Flight Mode

Don’t Put Sales Prospects Into Fight-or-Flight Mode

Sales Professionals / Jul 25, 2017 / Colleen Stanley

Depending on which sales course you took, you as a salesperson were probably taught to identify and set meetings with buying influences–known as economic buyers, technical buyers or recommenders. While it’s important to engage a prospect company’s buyers, be sure to prepare for one more entity: your buyer’s reptilian brain. This particular buying influence isn’t ... Read Post

3 Ways To Get You New Clients Fast!

3 Ways To Get You New Clients Fast!

Sales Professionals / Jul 23, 2017 / Kim Orlesky

When I open my Facebook my feed is filled with posts about the top ways to gain more business through webinars, email, and Facebook ads (among other pay per click advertising). The struggle is the average e-commerce only site converts 3% of the traffic that comes in, which means we spend a lot of time ... Read Post

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