What’s the first thing that goes through your mind when someone rings you who you don’t know? “They’re going to try and [...]

Sales is one of those professions where there is little structure. Many rural reps spent a lot of their time remotely travelling across their [...]

Questions are the single biggest skill any rural sales professional can learn after listening. Mastering the art of asking questions can be the [...]

When you hear your rural sales reps say this they can’t close. The problem is they are focussing on the wrong thing. Instead of the close, [...]

When we train rural sales teams there’s a reluctance to do role-play. Enter massive groans and the excuses start flying… They say: [...]

So many rural reps we train don’t understand the importance of time management. They tell us they don’t have time to service new [...]

Some people think going to the gym once will make them fit. Newsflash: it won’t. What will work is daily and deliberate practice to be the [...]

Let’s do employee engagement by the numbers: 31% are Actively Engaged (which makes them super sales stars and talent-attracting assets) 21% [...]

These sales statistics make for sobering reading: B2B buyers complete 57% of the buying decision before they are willing to talk to a sales rep. [...]