Have you ever done the math on how much sales recruitment costs you, especially when you get it wrong? If you are like most managers then chances are you haven't.…
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I was running a 'train the sales trainer' session with some experienced, professional Sales Managers the other day. The session I ran is designed to equip these managers to run…
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It is well documented that being healthy (physically, emotionally, and mentally) is vital to leading an effective and productive life. In sales your health is a critical factor to your…
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I declare right up front that I am not, and never have been a fan of the Hard Sell. You have probably guessed that from all my previous posts. And…
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Take note: Lawyers, Accountants, Engineers, Marketing Consultants et al Professional Services Firms are struggling when it comes to keeping and finding business. This on top of the fact that many…
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Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without…
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As mentioned before, Sales and Service roles are not for the faint hearted and can often take their toll on your good nature, your energy and your ability to deal…
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As markets tighten and people's sentiment can tend towards the negative it is critical that we don't get spooked. As mentioned before in the article about "Watch who you let…
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One of the things that frustrate me the most as a customer is inconsistent service standards, inconsistent procedures and people's inability to deal effectively and honourably with different types of…
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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…
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