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Sales Challenges in Logistics: Insights from Industry Leaders
Business / May 31, 2025 / John Golden

Sales Challenges in Logistics: Insights from Industry Leaders

The logistics industry is experiencing unprecedented disruption that’s fundamentally reshaping sales strategies. Recent interviews with leading CEOs and sales executives reveal key challenges and emerging solutions for driving growth in this dynamic environment. Constant Change and Disruption Aaron Scott, CEO of DB Schenker, identifies the sheer volume of change across the macro economy as a ... Read Post

Does Your Sales Process Add Value?

Does Your Sales Process Add Value?

Sales Management / Apr 2, 2014 / Richard Young

For a sales process to be effective, it needs to deliver value to your customers’ buying journey, and offer value to the sales reps and managers who use it. But what does it mean to “add value” in this context? Put simply: The sales process adds value to sales reps and managers, when it works ... Read Post

5 Qualities of an Effective B2B CRM Application

5 Qualities of an Effective B2B CRM Application

Sales Professionals / Mar 27, 2014 / Nikolaus Kimla

As covered in our recent series of articles on B2B sales, today’s B2B sales landscape is radically changing. The sales funnel is being replaced by sales pipeline – with full understanding of, and a tracking with, buyer experience. Pitch selling is being replaced by insight selling, in which salespeople listen to and consult with buyers ... Read Post

Five Characteristics of a Robust Sales Process

Five Characteristics of a Robust Sales Process

Sales Management / Mar 25, 2014 / Richard Young

Your sales process is arguably the most important tool you have at your disposal to empower sales reps to achieve their quota. In sales, a generalised aim is to convert a lead as quickly as possible. That’s because research shows that the longer a lead hangs around in your pipeline, the likelihood of it converting ... Read Post

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