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Category Archives: Success

Sales Trend 11 – Learning to sell in the Asian Century

In Australia, we are more reliant upon China for our prosperity than any comparable economy, at more than one quarter of our exports. We are China’s number one destination for foreign investment and a leading beneficiary of the education aspirations of its growing middle class. Yet many of us remain deeply ambivalent about the world-changing […]

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Are you serious?

Today’s article is a bit of a rant I have to admit. I wrote the text below after one of those phone calls I receive, and as you may tell, I was a bit upset afterwards. Bear with me though, I’m sure you’ll see the point I’m trying to make. Have you ever considered how […]

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5 things you can do to improve your sales results now

Yes, the world of business and especially B2B selling is getting more complex every day. Buyers’ decision making processes, especially on larger deals, are taking longer, up to 20% longer than 5 years ago. And the decision making process usually involves a range of people not just one key decision maker. Making a good sale […]

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The 7 benefits of Online Sales Training

Have you ever tried online sales training? Why not try this complimentary Sales Essentials Module – ethics, philosophy and history of selling? Why? Because the world of sales education and training is evolving and online sales training is starting to take hold. Whilst classroom training will always have its place, here are 7 reasons you […]

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Do you have a Poverty or Prosperity Consciousness?

Organisations of every size all have a collective personality that drives their thinking, behaviours and actions and can affect their performance for good or bad. These collective personalities may or may not align with an organisation’s publicly stated values and principles; they can change over time, and are usually defined, influenced and/or condoned by the […]

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How to avoid the 7 deadly sins of selling

The first objective of effective sales training and coaching is to help us, salespeople, become aware of any bad habits we may have developed over time. The next objective is to admit that these bad sales habits are deterrents to our success. By breaking these bad habits down and see them for what they are […]

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7 things you can do to immediately improve your sales operations

Sales operations are complex systems with many moving parts. It is a constant juggling act for many sales leaders and business heads. What with: Designing an effective sales strategy , right sizing sales teams , picking the right sales segments to sell to, delivering the right level of sales training, coaching their sales team, dealing […]

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Why do some people feel ashamed of being called a salesperson?

Do you feel ashamed of being called a salesperson? Are you aware that your view of selling (the way you think and feel about it) can affect your success or failure as a salesperson? Over the years we have met many sales people who are really good at selling, have all the ingredients, write great […]

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Curiosity – A Foundation to Sale Mastery

Let’s start with a question: What is the most important quality of highly successful salespeople? This question is often on the mind of anyone looking to sell well. There is much speculation about what this elusive quality actually is.  The truth is that there are many traits that make for highly successful salespeople , but […]

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What’s your Elevator pitch?

“So what do you do?” How many times have you been asked that question? At a networking function, a business event, at a BBQ, in the elevator, anywhere? How did you go answering the question? You may have nailed it in a clear succinct sentence or like many people you may have stumbled, paused, gather […]

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