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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'Weathering the Storm' was voted by you as the number 9 Sales Trend for 2010. While there have been ups and downs in the business world, over the last 20+…
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I propose that customer service is an assertive act, a proactive role that has an incredible impact on the attraction and retention of customers. It represents the 'front door', the…
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Up until 20 years ago, a key function of a sales manager's role was the regular training of their sales people. What did this look like? Well, something like this:…
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As you know, I am an advocate for the philosophy that 'everybody lives by selling something' and that people buy from people they trust. At its best, selling is about…
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