We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally…
One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting…
Even with the wide availability of information, sales training resources and systems to get salespeople up to speed and selling, too many salespeople are still being thrown in the deep…
I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a…
Steven Levitt, the co-author of Freakonomics, SuperFreakonomics, Think like a Freak and When to Rob a Bank, defines thinking like a freak as: “…putting away your moral compass and not…
How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is…
I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once…
Sales trend 9 from our 12 Sales Trends Report for 2017 explores how salespeople can navigate the difficult situation of being in a complex sales environment and the need to…
Recently I wrote about wanting to tell clients what to do and why we couldn’t even if we know better. The premise was that what may seem so obvious to…
We’ve all been there How many times do we want to tell our clients what to do? After only a few sentences uttered by them we, of course, know immediately…
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