With social networking sites and the plethora of online data available, 2011 presents us with better quality prospecting and more qualified prospects. 'Prospecting and Social Media' was voted as the…
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When we meet with leaders to discuss their sales challenges in achieving sales effectiveness we find that the source of their problems often stem from three key areas: sales planning,…
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If you or anyone in your team is struggling to open a client meeting effectively or if you feel awkward and lost for words, and your client or prospect is…
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Have you ever noticed your customers getting that glazed look when you tell them how fabulous you and your company are? Have you ever had your customers seem very agreeable…
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If you wanted to, you could sit down for at least four weeks and complete 100's of sales assessments and there would still be more on offer. This over abundance…
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Hundreds of thousands, if not millions of sales people around the world use sales scripts. Used properly, sales scripts act as scaffolding or bridgework to earn us the right to…
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Whether we are working for a private or public company, a "not for profit" or government institution, all of us are in some way competing for access to a revenue…
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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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Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you have been post the call? Making…
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As part of my ongoing professional and personal development I belong to a CEO leadership group where we meet monthly and discuss a whole range of topics to stimulate our…
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