Many sales people, for the first time, are experiencing tough times when it comes to selling and many are not sure how to handle themselves in these difficult situations. The…
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Sound familiar? A 'good', maybe even 'great', salesperson is recruited and hits the ground running, kicking sales goals in the new role, however within a short space of time they…
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When I consider how I spend my time professionally, I find it is often devoted to demystifying two things: 1. What is 'good' selling? 2. The proper use of psychometric…
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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,…
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There are many things written and said about effective sales people, effective leaders, successful entrepreneurs, great teams and so on. Many descriptions are in circulation. There is an overabundance of…
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Like many people in Australia, my family and employees have been captivated by MasterChef Australia. What I love about MasterChef is that it can be seen as a metaphor for…
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How to incentivise and reward sales people has long been a contentious topic. Too many times I have seen businesses set up incentive programs that reward the wrong behaviours which…
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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…
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Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you have been post the call? Making…
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'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…
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