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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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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