Need you daily fix of self-help tapes/CDs or guru books to get you pepped up to sell. Have a fragile positivism about sales, which bursts at the slightest criticism. Can’t…
Not enough new business coming? Sales drying up? Not making a satisfactory impact when in front of prospective clients? If this is happening to you, consider your sales effectiveness and…
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…
It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our “sales force fitness” profiling work, where we…
Your small business is growing and diversifying. You’ve experimented with bringing in an inexperienced sales person (who did not work out). You realise you need a more experienced direct sales…
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…
The “gender” discussion highlighted by my Sell like a Woman project, articles and other research leads people to believe that women are doing things men cannot because of gender. And…
Stop for a minute and reflect: What is your view of selling? Has your perception of sales changed over the years? Your answer is most likely ‘yes’ if you are…
In the “olden days” when I first started my business, over 95% of my sales came about through cold calling, which I had learnt to do really well when I…
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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