What are the Sales Management Essentials and how do we master them? Well firstly Sales management and leadership is not about selling! In fact when one examines the role of…
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‘Out of the mouths of babes’ is one of those expressions you hear adults utter occasionally. Often amazed at the remarkable or insightful things children say, I think we do…
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Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they…
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Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand…
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Most sales managers know the basics about their sales team and the selling process used in their organisation. They know which salespeople are their top, mid and bottom range performers;…
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Many sales people, especially those new to sales, often take it personally when a prospect says 'NO' and fail to persist with their prospecting efforts while others turn prospecting into…
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As much as people want Sales to be considered a science the reality is that Sales has always combined a collection of facts with human judgments (or estimates). What this…
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These turbulent, challenging and sometimes volatile times we find ourselves living in are making many of us rethink how we do business, how we live our lives and how we…
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For the third year running I recently had the privilege and pleasure of attending, presenting and acting as MC at the CSE11, Asia Pacific's Premier Sales Leadership Conference - "The…
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'Knowing your business' was voted as the Number 3 Sales Trends for 2011. With business becoming more complex it should come as no surprise that clients want to work with…
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