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So far ATCEN has created 62 blog entries.

Do not get carried away with Digital Transformation, Strategy is still KING

By |2020-03-30T18:20:48+08:00March 30th, 2020|Categories: Article|

When we refer to Digital transformation today, the word digital and technology appears everywhere. However, the organization strategy is still paramount. Only when the organization strategy is clear then we can look into the Digital Transformation.Any digital transformation that focuses solely on technology will ultimately fail. Any successful transformation today, must involve looking into the current [...]

Successful Selling Today

By |2020-03-30T18:18:22+08:00March 30th, 2020|Categories: Uncategorized|

How are your sales people selling today? Customers today are bombarded with advertisements that offer all kinds of products and services, and usually all at reasonable prices. In return, the typical salesperson today is merely telling their customers about their product or service, what its features are and ultimately asking them to buy it. This is [...]

Sales Success: Do You Have What It Takes?

By |2020-03-30T18:11:42+08:00March 28th, 2020|Categories: Sales Approach|

Sales is either an exhilarating career that adds meaning to your life, or a depressing job that drives you to despair. No matter what your product, company or background, much of your success is based on what you do. It's easy to blame the product, your boss, the company, the customer, the economy, or even [...]

Preparing Sales Professionals for the NEW Economy

By |2020-03-30T18:10:03+08:00March 27th, 2020|Categories: Sales Approach|

Whether we like it or not, the emerging new economy will not be controlled by physical assets which is used to determine wealth in the old economy. It is no longer those who own more land that matters, but those who possess knowledge and intellectual capital. An example of intellectual capital is the human capital, where [...]

Infectious Excuses in Sales

By |2020-03-30T18:08:43+08:00March 26th, 2020|Categories: Sales Approach|

The demands prospects have on sales professionals in today’s business climate is one that leaves nothing to be much excited about - at least from the sales person’s perspective. The threats of globalization and mergers have left cuts and bruises in many (but not all) sales professionals struggling to emerge as champions in the sales [...]

First Timer Sales Traps

By |2020-03-30T18:05:32+08:00March 25th, 2020|Categories: Sales Approach|

Most sales and business development executives today will use cold calls as one of the standard modes of approaching new clients. However, there are some obstacles I’d refer to it as traps, which the executive will fall into. Almost all first timers at sales will fall into either one of these traps, if not all of [...]

Conquering the “No’s

By |2020-03-30T18:03:59+08:00March 24th, 2020|Categories: Article|

Selling is perhaps the oldest profession in the world and we have come a long way in terms of finding new ways to sell to our customers. From the days of hard selling to what we practice today - relationship selling, the sales pitch is managed and marketed through the use of research and listening to [...]

Are you a Business Development or Sales Person?

By |2020-03-30T18:00:54+08:00March 23rd, 2020|Categories: Business Development|

Many people are confused with the terms business development and sales. Business development is the effort to identify business opportunity by researching, analyzing and introducing a new product or a new service to the market. It focuses on the implementation of the strategic business plan of financial, technologies, products and services, companies, and the establishment of [...]

Before You Can Sell, You Have to Believe

By |2020-03-30T17:51:45+08:00March 22nd, 2020|Categories: Uncategorized|

First and foremost, you have to believe in your product/services so much that you can confidently sell it to anyone, without any fear or doubt! The mindset as to what you'll be doing is not “selling” but rather providing a solution to help others has to be internalized. When selling a product or service, you have [...]

80% of Sales Revenue Comes From 20% of Sales People

By |2020-03-30T17:30:18+08:00March 20th, 2020|Categories: Sales Approach|

Business Executives always complain about 80/20 performance, where 80 percent of the sales are produced by 20 percent of sales people. In order for a sales person to move into the top 20%, there are some sales skills that can be learnt by asking “Who” “When” What” “Why” “Where” and “How.” When we use all the [...]