Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The…
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The second Sales Trend for 2014 is ‘Telesales will have to make dramatic changes’. In-bound and out-bound telesales and call centre operations have traditionally focused on the uncomplicated sale of…
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Do you feel ashamed of being called a salesperson? Are you aware that your view of selling (the way you think and feel about it) can affect your success or…
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What is the correct title for a salesperson’s role? What should I call myself? This is a contentious issue… And a question we get asked frequently. The answer will depend…
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As 2013 comes to a close we firstly wanted to thank all our loyal readers for their continued support of our work. We also thought you would like to get…
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Let’s start with a question: What is the most important quality of highly successful salespeople? This question is often on the mind of anyone looking to sell well. There is…
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Last week I received a call from a woman (let’s call her Tracy for the purpose of this article) desperately seeking help on how to sell. Tracy had been in…
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In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Going…
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Much has been written about the role of salespeople. However, many of these “authorities” are professionals in disciplines that have (at best) only an indirect relationship – and that mainly…
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I have been prospecting for new business on a regular and consistent basis since 1985. For my team and prospecting is a way of life. We could never have developed…
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