The combination of an increase in the use of technological and social media such as Facebook, LinkedIn, Wayne etc. coupled with the proliferation of data these systems generate - all…
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'Educate and Facilitate' was voted by our readers as the fourth most important sales trend in Barrett's 2012 Sales Trends Report. With the 21st Century 'selling' not being about features…
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With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming 'commoditised',leaders and management are looking for an effective…
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Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view…
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Joel Barker, a Futurist, has been a favourite thinker of mine for many years. His way of seeing the world with new eyes, his openness to possibility has inspired me…
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''Move over mass marketing welcome to fragmentation and segmentation" was voted by our readers as the third most important sales trend in Barrett's 2012 Sales Trends Report. Market fragmentation and…
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The United States has been responsible for many great innovations but not all have turned out the way the inventors, architects or innovators intended. One such miscalculation was the introduction…
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Listen or thy tongue will keep thee deaf... - Native American Proverb How long do we actually listen to another person before we start interrupting? How quickly do our own…
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Isn't it about time we stop throwing our sales people and sales managers in the deep end and expecting them to swim - or sell and lead with no support…
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Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear 'my people need to be able…
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