What skills you really need in 2012

A clear and emphatic ‘to do’ list for sales professionals is laid out in the latest issue of Winning Edge magazine by Sean McPheat. Sean’s list includes areas such as the value of ‘entrepreneurial salesmanship’ and the importance of the relationship between marketing and sales. The article explains that ‘ 25-40% of the buying process is completed online before customers engage with your sales team.’ Sales teams needs to know about the prospects found by marketing teams who are ‘conducting their research online, on blogs and in forums’, to have a ‘a distinct advantage over the competition.’ Negotiation skills are described as often left at the end of a training course but are essential ‘ if margins are going to be protected in 2012’. To find out about the other winning points to know about selling in 2012, read the full article on the ISMN(Institute of Sales Management) website http://www.ismm.co.uk/news/2012/01/27/sean-mcpheats-selling-imperatives-for-2012/