Imagine navigating through a big city without a roadmap or a sat nav system. If you’re lucky and have experience (aka a history of trial and error), or are good…
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In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis. At that time, having conversations with business leaders across Australia and internationally, we…
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The most current and effective iteration of the modern sales profession has been around for the last 15-20 years i.e. client centric solution selling, and yet, most salespeople still learn…
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In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development,…
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What do you make of this statistic? The average tenure of a sales representative across Europe and USA is currently 15 months. Ouch! There are other stats that also show…
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In the classic Bill Murray movie Caddyshack, he tries in vain to catch a gopher (rodent) ruining the golf course. Eventually, it occurs to him that “in order to catch…
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I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once…
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Sales trend 9 from our 12 Sales Trends Report for 2017 explores how salespeople can navigate the difficult situation of being in a complex sales environment and the need to…
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Most new salespeople are thrown in the deep end when it comes to sales induction. “Here go out with Josephine, our best sales person and be like her.” Most salespeople,…
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