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The most important area in business arguably is sales; if you are in business, you are in sales. Companies have an insatiable need for competent sellers that deliver revenue. The role of the salesperson growing business, in its various markets, is just as critical today as it has ever been. There is still no other… Read more
Sales organisations in B2B markets are faced with various trends which are shaping their selling approach a lot. Based on a tremendous increase of digital information, buying organisations do have access to information about markets, products and solutions from all over the world. This results in a higher international competition and increasing expectations regarding offerings… Read more
A Lead is defined as a company / decision-maker expresses interest in acquiring a product or service. We also saw that there are several types of Leads, which, what interests us most are those qualified leads or also called hot leads, since the probability of generating transactions and converting them into customers is high. But,… Read more
ESC2020 (ESC): The University of Applied Sciences Wiener Neustadt is organizing the European Sales Competition (ESC) in May. You are the responsible project manager. What is the ESC and why is the competition taking place in Wiener Neustadt this year? Johannes Reiterer (JR): THE ESC is one of the most reputable sales competitions in Europe.… Read more
It was a great honour that the European Ales Competition Association (ESCA) selected Edinburgh Napier Business School to host the 2017 European Sales Competition. Dr Tony Douglas, competition director, having participated at very successful and enjoyable competitions at both Vlerick Business School in Brussels in 2015 and Haaga-Helia/Turku UAS in Helsinki in 2016, did not… Read more
Four students from CU Coventry travelled to Scotland to take part in the Scottish Open Sales Competition held at Abertay University in Dundee. Held over two days in February this year, the competition asked students to speed sell their skills to industry experts and a ‘real life’ role play sales pitch to sales professionals. Two… Read more