Several years ago I read a great book called 'Kids Are Worth It - Giving Your Child the Gift of Inner Discipline' by Barbara Coloroso. This book has served me…
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Every sales person knows the relationship of prospecting to sales is critical. Without prospecting you are not likely to get a sale. We all know the relationship of sales to…
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Many businesses have made the mistake of promoting their best performing sales person into the role of sales manager. Their logic - well they are great at selling, they'll be…
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I don't know about you, but when markets start to tighten or when things feel a bit uncertain, instead of cost cutting and bunkering down, I have found that you…
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As the New York Stock Exchange is now looking at "employee engagement" as a significant predictor of higher share value and market return, and given we are all competing, not…
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What is the line between motivating sales staff and manipulating sales staff? How do you make sure you don't go over the line and place people under extreme pressure to…
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Last week I spoke about sales burnout and the challenges many SME business owners have of being all things to all people including, usually, the main sales person and sales…
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I am constantly appalled at the lack of effective sales management in companies these days. Not a week goes by in which I don't see a company make the mistake…
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