Watch out for polarisation of sales strategies and sales teams as the middle ground begins to disappear in 2012. We will see leaders re-think their sales force structures and go-to-market…
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The science is clear, our success resides in how we use our brains – our brains can continue to learn, grow and adapt until the day we die. In 2012…
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Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term…
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Most salespeople will be quick to tell you that their customers say what they care most about is product and price. It goes further. When salespeople lose out on a…
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‘Intuitive Customer Centric CRM’ was voted by our readers as the number 10 Sales Trend of the 12 Sales Trends of 2012. The goal of a CRM solution should be…
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I was impressed by a brief but excellent ABC News Video on the impact of social media on a business’ reputation and brand, especially when things go wrong and that…
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Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they…
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In early 2008, as the GFC (Global Financial Crisis) loomed, I wrote ‘Watch who you let near your mind’. This was a timely reminder about the importance of maintaining a…
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We have been exploring the increasing spate of businesses and sales people complaining about ‘price’ being their biggest issue when it comes to not closing enough sales. “Our prices are…
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Sun Tzu, the an ancient Chinese military general, strategist and philosopher, said 'Move swiftly to overcome resistance…'. In selling that is interpreted as closing when you get a buying signal.…
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