In the 20th century the emphasis on B2B selling had a distinct aggressive ring to it. So much so, that you could walk down the halls of many businesses and…
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For many years the legend of the 600lb sales gorilla or Alpha sales superstar has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the…
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Highly effective sales people and teams do not happen by chance. A study by Aberdeen Group (2009) of 8,500 top performing companies with a turnover in excess of $50 million,…
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Budgeting and developing strategy for 2011 should be near the top of your 'to-do' list right now or be bedded down already. People complain about being too busy and never…
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How do we get the rest of our sales team learning from our top performers? Should we get our top sales performer in front of our sales team to teach…
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I recently had the pleasure of attending and speaking at the 6th CIPS Australasia Annual Conference for the procurement profession. It was my third invitation to speak at a CIPSA…
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Sustainable Selling was voted by you as the number 10 Sales Trend for 2010. With the green agenda comes Sustainable Selling. More and more questions are being asked by many…
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Tell almost any sales person they are going to participate in role plays as part of their sales training and you will hear a collective groan. In short most sales…
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For many start ups and small businesses having a full time sales manager in place is not a viable option. Firstly, there is usually no one to lead and manage…
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Who is really listening? Genuinely, sincerely and honestly listening? I'm noticing a lot more telling and a lot less listening lately. You only have to watch the ABC program 'Q&A'…
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