There is a popular fallacy that salespeople are born, not made. Whilst there is some vestige of truth in the statement, it is not for the reasons made so popular…
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Are you paying your salespeople enough to enable them to focus on selling and not worry about where their next paycheck is coming from? Because if salespeople are constantly worrying…
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What are the Sales Management Essentials and how do we master them? Well firstly Sales management and leadership is not about selling! In fact when one examines the role of…
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Having a big ego is often associated with the sales profession. For many years the supercharged Alpha male, 600 lb sales gorilla has been the poster person for successful salespeople. …
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Here’s a simple reality… Prospects and customers buy the salesperson first during every sales call – or they don’t buy at all. In any major sale, especially Business-to-Business (B2B) or…
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Late last year we published the 12 Sales Trends Report for 2013 and released a brief summary of each sales trend in December. Over the year we will delve a…
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Over the past few months there has been a plethora of editorial regarding the decline in retail sales. Amongst other things, an argument being put forward by traditional retailers for…
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‘Out of the mouths of babes’ is one of those expressions you hear adults utter occasionally. Often amazed at the remarkable or insightful things children say, I think we do…
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A prosperous life after elite sport is critically important to elite athletes as many of them have dedicated the best part of their lives (some into their 30’s) pursing excellence…
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Do not ask customers what they want when it comes to creating and introducing new technology and innovations. Why? Because according to leading voice on innovation, Scott Anthony, MD of…
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