Have you ever asked your salespeople what your company's brand means? Chances are you will get different answers from different people - and chances are none of their answers will…
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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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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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'Does everyone live by selling something?' My desire to seek answers to this question was ignited back in the late 1980's when I came across the quote 'Everyone lives by…
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Do you have the wrong sales team delivering your sales strategy? Ask yourself the follow the questions: How has your strategy and /or market place changed recently? How have you…
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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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Take note: Lawyers, Accountants, Engineers, Marketing Consultants et al Professional Services Firms are struggling when it comes to keeping and finding business. This on top of the fact that many…
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In the world of sales there has always been the following advice for customers and for good reason: Buyer beware Read the fine print If it's too good to be…
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Normal 0 false false false EN-US X-NONE X-NONE MicrosoftInternetExplorer4 The term 'Relationship Selling' is often bandied about by sales managers and sales people without properly defining what it…
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Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without…
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