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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 Techniques: Sales Rep Flexibility

Sales Techniques: Sales Rep Flexibility

Entrepreneurs / Dec 4, 2013 / Nikolaus Kimla

According to a recent Harvard Business Review article entitled Dismantling the Sales Machine, the time has come to let salespeople utilize their “on the ground” judgment and sales techniques when it comes to making various decisions about opportunity management. According to the article, “Selling today requires flexibility, judgment, and a focus on results—not process.” The ... Read Post

Sales Techniques: Opportunity Management

Sales Techniques: Opportunity Management

Sales Professionals / Dec 2, 2013 / Hans Österman

As a lead moves along the sales pipeline, at some point it becomes an opportunity. This means it has the real potential of becoming what everyone in the sales force is after: a closed sale. Whereas qualifying a lead might be relatively simple, opportunity management is a bit more complex. This is because the stakes ... Read Post

Lead Management: Five Cold Calling Basics

Lead Management: Five Cold Calling Basics

Sales Professionals / Nov 30, 2013 / Nikolaus Kimla

It used to be that cold calling was the primary method of lead generation itself. It was a do-or-die proposition: those that succeeded at it remained salespeople. Those that didn’t usually found other careers. This was because salespeople were usually “flying blind” not knowing if the person they were calling was even remotely qualified as ... Read Post

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