I recently had the pleasure of attending and speaking at the 6th CIPS Australasia Annual Conference for the procurement profession. It was my third invitation to speak at a CIPSA…
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Tell almost any sales person they are going to participate in role plays as part of their sales training and you will hear a collective groan. In short most sales…
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Who is really listening? Genuinely, sincerely and honestly listening? I'm noticing a lot more telling and a lot less listening lately. You only have to watch the ABC program 'Q&A'…
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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…
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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,…
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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…
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The New Competition was voted by you as the number 7 Sales Trend for 2010. Over the coming years, we will see collaboration become the new competition. Markets around the…
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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…
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Earlier this year we had the opportunity to put a client's field sales force through the Barrett Sales Fitness Circuit to test their sales fitness. The Sales Fitness Circuit is…
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'Walk a mile in my shoes' is a song written by Joe South and made famous by Elvis Presley. The song is very much about challenging closed mindedness, respecting and…
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