Through the looking glass was voted by you as the number 8 Sales Trend for 2010. Many sales people are tired of being told that they need to sell like…
Delighting customers does not build loyalty. Reducing customers’ effort does. These were the findings from a large customer service survey conducted by the Customer Contact Council (CCC), and featured in…
“Courage doesn’t always roar. Sometimes courage is the little voice at the end of the day that says ‘I’ll try again tomorrow’.” This quote more often than not reflects my…
As the saying goes, “If you can’t take the heat get out of the kitchen”. Once again MasterChef has served up some great life lessons. Last year I wrote about…
What’s in a name? Well, there seems to be some confusion in the market place around the terminology used to describe those people who pay us money for goods, services,…
Hundreds of thousands, if not millions of sales people around the world use sales scripts. Used properly, sales scripts act as scaffolding or bridgework to earn us the right to…
Many sales cultures are traditionally based on respect for authority, status and success, and encouraging competitive, challenging and achievement-oriented atmospheres. Although this is not true for all businesses, especially in…
How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person – ably resourced with the…
Culture Fit was voted by you as the number 6 Sales Trend for 2010. What is Culture Fit? Well the first place you are likely to hear about Culture Fit…
We are not born with our beliefs or values, they are taught to us. Our thoughts, feelings, views and opinions about the world are shaped by our experiences of many…
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