As you know, I am an advocate for the philosophy that 'everybody lives by selling something' and that people buy from people they trust. At its best, selling is about…
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What's in a name? Well, there seems to be some confusion in the market place around the terminology used to describe those people who pay us money for goods, services,…
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Many sales cultures are traditionally based on respect for authority, status and success, and encouraging competitive, challenging and achievement-oriented atmospheres. Although this is not true for all businesses, especially in…
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Culture Fit was voted by you as the number 6 Sales Trend for 2010. What is Culture Fit? Well the first place you are likely to hear about Culture Fit…
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We are not born with our beliefs or values, they are taught to us. Our thoughts, feelings, views and opinions about the world are shaped by our experiences of many…
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How much do you actually sell? How profitable are your sales? How accurately can you forecast your sales results? How many 'returns' do you receive? How often do you need…
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'Buyer Beware' is a phrase that has been around for a long time and for good reason. There are enough stories in circulation to know that not all sales people…
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Understandably everyone wants to save money, especially in these times, however we need to be aware of falling victim to false economy. False Economy is an expression that refers to…
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The virtue of Fidelity is often associated with personal relationships, in particular, marriage. However, I would like to propose that we consciously extend this virtue to all aspects of our…
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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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