By ATCEN 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. [...]

By ATCEN 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 [...]

By ATCEN 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 [...]

By ATCEN 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 [...]