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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As mentioned before, Sales and Service roles are not for the faint hearted and can often take their toll on your good nature, your energy and your ability to deal…
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As markets tighten and people's sentiment can tend towards the negative it is critical that we don't get spooked. As mentioned before in the article about "Watch who you let…
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One of the things that frustrate me the most as a customer is inconsistent service standards, inconsistent procedures and people's inability to deal effectively and honourably with different types of…
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Every sales person knows the relationship of prospecting to sales is critical. Without prospecting you are not likely to get a sale. We all know the relationship of sales to…
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Selling and servicing across cultures is more common now than it has ever been. And as more and more of us come across international sales opportunities I thought it would…
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Keeping you and your sales team 'match fit' and actively engaged in the market place selling effectively is paramount to your survival and success in today's market. Yet too many…
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Today people are looking for honesty and authenticity and do not have time to be misled. They want to work with people who are what they say they are. They…
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What is the line between motivating sales staff and manipulating sales staff? How do you make sure you don't go over the line and place people under extreme pressure to…
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If I hear "Oh let's exceed our customers' expectations" one more time I will scream. Usually my response is: 'Why don't we just meet their expectations in the first place?'…
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