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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

Sales Force Management and the Human Factor

Sales Force Management and the Human Factor

Sales Professionals / Dec 11, 2013 / Nikolaus Kimla

It would be wonderful—at least for some—if everything could be automated as has been done in factories. A complex machine such as an automobile can be put together practically from scratch along an assembly line, and there’s never a human hand involved. Computer-driven robotic precision goes into every rivet placed, every weld dropped. And with ... Read Post

Progressive Pipeline: It’s All About the Data

Progressive Pipeline: It’s All About the Data

Sales Professionals / Dec 10, 2013 / Nikolaus Kimla

Progressive pipeline management—otherwise known as opportunity management—is completely dependent on the information available to sales reps. It often happens that such data is somewhat sketchy and incomplete, which of course paints an unclear picture of the risk involved in a sale. The poorer the information, the more the activity of the sales force resembles haphazard ... Read Post

Sales Techniques: The Underlying Opportunity Management

Sales Techniques: The Underlying Opportunity Management

Sales Professionals / Dec 9, 2013 / Hans Österman

There has lately been an attempt to differentiate overall sales in to various broad sectors: territory management, account management, call management and opportunity management. These all certainly have their own sales techniques, issues, peculiarities, and solutions—but not only does the last of these, opportunity management, fully embrace the rest of them, but underlies them and ... Read Post

Sales Techniques: The Viewing of Opportunities

Sales Techniques: The Viewing of Opportunities

Sales Professionals / Dec 7, 2013 / Nikolaus Kimla

While the handling of sales opportunities is a technical subject that we’ve been exploring in some detail, there is an underlying factor that affects any salesperson’s opportunity management. It is also the underlying element to sales techniques. That is, the way an opportunity is viewed. A Matter of Viewpoint Often the way that a salesperson ... Read Post

Sales Strategies: Analysis of Lost Opportunity

Sales Strategies: Analysis of Lost Opportunity

Sales Professionals / Dec 5, 2013 / Nikolaus Kimla

Sales management and sales forces don’t much care for pondering lost opportunity. It’s usually like, “We lost it, it’s gone, move on.” And it’s true that considering past losses is completely useless as an exercise just for itself; if one is simply mentally rehashing them, it can be productive of nothing but a bleak outlook. ... Read Post

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