Like many people, I have always been curious about what makes “great sales performance”. This is a perplexing question that has been asked and attempted to be answered by many…
I knew that being hesitant in the sales arena was a no-no, but I didn’t know just how much business it could cost. From my experience, hesitating sales people miss…
I was working from home when the phone rang. No sooner had I finished getting the greeting out of my mouth than the distant monologue began. I somehow worked out…
I am seeing a lot of time wasted by sales staff aimlessly chatting with clients. How often are you left with the feeling that your sales people are seeing clients,…
Today it’s not uncommon for some people to stretch the truth in order to get a job, get a sale, get ahead or just get noticed, but this behaviour raises…
I was out on my daily morning walk yesterday and found myself reflecting on the value of relationships – personal and professional. Due to the growth spurts of my 2…
I am constantly appalled at the lack of effective sales management in companies these days. Not a week goes by in which I don’t see a company make the mistake…
What impact does attending a sales training program have on change? It all depends on what type of training format your sales people attend. Too many companies look for quick…
Have you ever looked at who most company brochures are written for? Every sales person or manager I have posed this question to looks at me sheepishly. Their gaze is…
For people in the communications industry it is appalling that there is a lack of real communication occurring between their marketing and sales departments. All too often I see departments…
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