If you are in business for the long haul then you know the value of building your business relationships on solid foundations. Too many times people have fallen foul of…
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Integrity was voted as the Number 2 Sales Trends for 2011, which is a sign of the times. Your word, your honour, your promise are on show and people will…
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If you or anyone in your team is struggling to open a client meeting effectively or if you feel awkward and lost for words, and your client or prospect is…
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Have you ever noticed your customers getting that glazed look when you tell them how fabulous you and your company are? Have you ever had your customers seem very agreeable…
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When I began my career as a professional sales person in the early 1980's we were trained in product and client communication skills focusing on handling objections. We were given…
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In December 2010 we published The 12 Sales Trends of 2011 and invited readers to vote on what they thought would be the most important trends in sales for this…
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If you wanted to, you could sit down for at least four weeks and complete 100's of sales assessments and there would still be more on offer. This over abundance…
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For many years people have been searching for the perfect sales assessment tool. Why? Because identifying and retaining high performing sales talent continues to elude many organisations. It has become…
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How many of your sales people are thinking about a career move right now? How many of them have come back from their holiday break wondering if they are in…
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As this year comes to a close, I find myself reflecting on the last 16 years in my own business. A lot has changed, yes, but many things have remained…
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