As the year comes to a close so do we present the 12th and final Sales Trend for 2014. This sales trend is seeing a new kind of salesperson emerging…
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I have been thinking about how salespeople and others who are responsible for bringing in new business to their organisations feel when they get heartfelt thanks and feedback from their…
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Hanging on the old Product Selling paradigm is precisely the way to go out of business in the 21th Century. You can see it happening as organisations everywhere undergo breathtaking…
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In tough markets when sales are harder to come by whether it be from increased competition or clients being more hesitant to commit and buy, don’t become your own worst…
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In his bestselling book, 'Give and Take, a revolutionary approach to success' organisational psychologist, Professor Adam Grant highlights the differences between Givers, Takers and Matchers and shatters our assumptions about…
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My one wish for sales teams is that they are given the opportunity to continue to learn and develop in a dynamic learning environment where learning, reflection and constant iterations…
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Here is a statement a friend of mine posted in LinkedIn recently, “You’re not necessarily paying for my hours. You’re paying for my years of experience. Invest in quality because…
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If you were an alien that landed in Australia you could be forgiven for thinking that we were in the midst of a terrible recession or major disaster by the…
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This sales trend is all about the radical shift in the sales mindset that currently is underway in organisations as prophesised by The Cluetrain Manifesto 15 years ago. A slow…
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Today’s article is a bit of a rant I have to admit. I wrote the text below after one of those phone calls I receive, and as you may tell,…
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