There are many things written and said about effective sales people, effective leaders, successful entrepreneurs, great teams and so on. Many descriptions are in circulation. There is an overabundance of…
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Have you ever done the math on how much sales recruitment costs you, especially when you get it wrong? If you are like most managers then chances are you haven't.…
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"My most important appointment is prospecting and I do it first up every day." "I qualify all leads I generate and have an approach to handle those that aren't ready…
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It is well documented that being healthy (physically, emotionally, and mentally) is vital to leading an effective and productive life. In sales your health is a critical factor to your…
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In the sporting world it is expected that athletes make the time to practice, practice, practice and then go and compete or play the game. Through regular practice they hone…
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I can honestly say I did not enjoy the early years of my sales career. I initially found it hard, relentless and sometimes really distressing. I was asked to do…
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Punishment and reward proceed from basically the same psychological model, one that conceives of motivation as nothing more than the manipulation of behavior. As part of my own development and…
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How well can we manage ourselves, our teams and businesses in a crisis or tough times? Are our actions and behaviours putting us, our people and our businesses at risk?…
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Ever misinterpreted or missed hearing important information which meant that you missed a vital opportunity? You're not alone. Listening has always been, and still, one of life's most vital skills.…
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Warning! This might sound like your mother. As I have stated previously, sales is a demanding profession. Top performers know that to sustain a high level of performance, they need…
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