Whether we are working for a private or public company, a "not for profit" or government institution, all of us are in some way competing for access to a revenue…
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Style adaptability is where a person can read another person's preferred communication style and adjusts their own communication style to that of the other person, thus making shared communication and…
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Of all questions, this is the one that remains on the minds of sales leaders and executive teams. It is often the cause of more debate and angst than any…
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Run a mental checklist over your client base right now. Who fits into the 'good' client list and who falls into the 'bad' client list? It all really depends on…
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Sales numbers and sales processes should be understood and owned by everybody in your organisation. In today's world if you are not directly in sales you are supporting someone who…
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Following on from last week's article about managing and measuring the right things in sales, I thought it would be worth looking at some of the key principles for effective…
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Who wants to work with accountable, responsible, and self-directed sales people? Of course we all want these types of sales people in every sales team. Yet, most businesses do not…
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It's time to get back to basics. I don't know about you but recently I have found myself getting more and more distracted by the latest trend and fads, especially…
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You may recall that I recently wrote about an international study which reported that if Sales Managers were more frequently and better trained and coached, their sales teams achieved higher…
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First of all what does CRM stand for? CRM = Customer Relationship Management. The concept of CRM has been around for a long time. The original form of CRM was…
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