You may recall that I recently wrote about an international study which reported that if Sales Managers were more frequently and better trained and coached, their sales teams achieved higher…
It may surprise you to discover that many Sales Managers learn how to be a Manager on their own. According to the latest international study on Sales Training and Sales…
For some time now I have been testing the concept of ‘everybody lives by selling something’ with almost everyone I meet, including senior leadership teams (comprising of HR, Finance, IT,…
I find it somewhat frustrating when people make simplistic claims and statements about salespeople like: ‘super sales performers are all risk takers and oblivious to rejection and failure’. Statements like…
‘Does everyone live by selling something?’ My desire to seek answers to this question was ignited back in the late 1980’s when I came across the quote ‘Everyone lives by…
I declare right up front that I am not, and never have been a fan of the Hard Sell. You have probably guessed that from all my previous posts. And…
In the world of sales there has always been the following advice for customers and for good reason: Buyer beware Read the fine print If it’s too good to be…
Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without…
I can honestly say I did not enjoy the early years of my sales career. I initially found it hard, relentless and sometimes really distressing. I was asked to do…
As markets tighten I thought we could reflect on some lessons learnt in the past by highly experienced, successful sales people. The following lessons are from some of the participants…
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