I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference (osf2009, site not exist anymore), along with over 120 high level sales leaders across Australia. I…
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Whada ya rates? 'Cos I'm a wholesaler and I can do better rates than them. I can look at your thingos and give you a better deal" This is an…
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'My sales people are not closing sales' is the most common complaint we hear. The biggest cause for people not being able to close sales it not the close itself.…
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In today's market selling skills training does not equal product training or pressure tactics. If product training or pressure selling (the hard sell) are on the top of your sales…
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You cannot fake real sales experience and sales wisdom. It is one of the professions that is the hardest to teach and train because without real life sales experience you…
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It may surprise you to discover that many Sales Managers learn how to be a Manager on their own. According to the latest international study on Sales Training and Sales…
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Many sales people, for the first time, are experiencing tough times when it comes to selling and many are not sure how to handle themselves in these difficult situations. The…
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Sound familiar? A 'good', maybe even 'great', salesperson is recruited and hits the ground running, kicking sales goals in the new role, however within a short space of time they…
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When I consider how I spend my time professionally, I find it is often devoted to demystifying two things: 1. What is 'good' selling? 2. The proper use of psychometric…
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For some time now I have been testing the concept of 'everybody lives by selling something' with almost everyone I meet, including senior leadership teams (comprising of HR, Finance, IT,…
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