Sales POP - Purveyors of Propserity
Clear
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

It’s a Whole New Sales Funnel

It’s a Whole New Sales Funnel

Sales Management / Jul 31, 2017 / Jane Gentry

It used to be that a buyer was guided through a purchase decision, start to finish, by a salesperson. But a recent study by Corporate Executive Board, conducted on more than 1,400 B2B customers, discovered that, on average, B2B buyers make nearly 60 percent of a purchase decision–including pricing, solution research, establishing requirements, benchmarking and ... Read Post

My Third Year of Sales

My Third Year of Sales

True Sales Tales / Jul 30, 2017 / Elinor Stutz

My third year of sales, I once again had a new job. This one was more exciting than the previous two as I was finally working for a credible company. I was ready to try my hand at selling to Fortune 500 and 100 companies. The goal was finally to be able to say; “My ... 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

..
..
..
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.