Category Archives: Vision, Mission & Purpose

The relationship of revenue growth to your job?

Every sales person knows the relationship of prospecting to sales is critical. Without prospecting you are not likely to get a sale. We all know the relationship of sales to revenue growth is high. But how many people in your company know the relationship of revenue growth to their specific job? The sales people do. […]

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Great Story Tellers

I have noticed that good sales people are often great storytellers. They have the ability to find the right story to resonate with your situation. They speak from experience and you know they know their stuff. They can paint a picture that is your picture and get you visualizing success in partnership with them. They […]

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Preparing for your 2008-09 Sales Year

If you haven’t already it may be worth your while to hold a formal review and business/sales strategy planning session with your team before the new financial year kicks in. Many markets have and are going through major changes and this requires us to be on our toes and ready for action. The challenge for […]

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Insights from being in business for 13 years

Happy New Year to you all. I wonder if you took time off over the Christmas-New Year break and, like me, had a bit of trouble letting go initially and then found yourself easing into enjoying a little time off from work commitments. It’s when I slow down that I find some of my thoughts […]

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Don’t tell me it’s out of your control

‘It’s out of my control.’ ‘I can’t do anything about it.’ ‘I’m just the sales person.’ Sales people who sell in equipment and service contracts take note. This story is about you and your responsibility to the customer for the life of the sale not just the initial sale of the machine and the signing […]

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Broken Promises & Bagging the Competition

Watching the antics of all the parties in the Federal Election, especially the two major parties, and how they go about trying to convince the electorate to vote for them, has reminded me about what NOT to do in sales: Make promises you cannot keep Bag the competition Nothing irks customers more than sales people […]

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Being authentic in sales

The 20th century approach of one-upmanship, although still encouraged by many traditional sales managers, seems to be slowly retreating into the shadows of the past as crude and old-fashioned. Polar opposite to the latter, but just as unproductive, are the approaches of: A whining puppy (pleading for a sale trying to make customers feel sorry […]

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