19 Steps Sales People Must Take If Everything Seems Like It’s Going Wrong

It’s easy to be content and consistent when things are going great. You’re on a roll, nothing seems to be too much trouble and success is around every turn. Oh, if things could always work out how we want them to. But because of imperfect procedures, human error or simply bad luck, we often find things going wrong and having…

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6 Quick Steps On Expanding Your Industry Knowledge & Awareness

How long have you worked in your industry? That’s your history, and for many people it’s all their history. In other words, they have just one or two perspectives on the world of work and business. I have the privilege of training and consulting with many industries and it allows me to see things from so many points of view….

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Embrace These 2 Sales Concepts…Or You’ll Get Left Behind

There are two concepts that are going to have a radical influence over the next 10 years of business, and unless we embrace them, we are going to be left behind by those individuals and companies who do. The first is the management of change. As the saying goes, change is the only constant. But today’s successful leaders not only…

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3 Small Tweaks That Will Enhance Your Sales Performance

I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their dedication to excellence and their willingness to serve’.  This struck me as a great philosophy to live by, and I just want to highlight three…

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4 Quick Tips On Increasing Your Longevity In Sales

The average life expectancy of a multinational organisation is approximately 40-50 years. So says Arie De Geus in his book ‘The Living Company’ (Boston, Harvard Business Press). He based this premise on a survey of corporate births and deaths, and it shows the massive changes that business and organisations go through during their relatively short life-times. In fact, he also…

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3 Small Components That Will Elevate Your Sales Success

I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their dedication to excellence and their willingness to serve’.  This struck me as a great philosophy to live by, and I just want to highlight three…

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9 Quick Tips On Attracting More Business Between Meetings

Many sales people between sales meetings or between calls are blinkered to the sales opportunities around them. They take too much time to reflect on previous meetings, and some sales people will just see time between meetings as time out of the office. Sales people need to take off these blinkers if they are to open their eyes to the…

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6 Quick Tips On How Sales People Can Gain The Competitive Edge

Many salespeople have left their personal and career development up to their company, and that’s not a good thing. Your company and boss are up to their ears in working on the urgent stuff, the everyday minutia that keeps the business going. Rarely do they devote much attention to the future-focussed big picture that includes your specific development opportunities. Discussions…

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Can You Sell Your Product Without A USP? Here’s How…

In days gone by, many companies used to rely on their USPs to carry them through. They touted their Unique Selling Points as their main competitive advantage and they proved to be very effective when prospects were searching for answers to their problems. As time has passed, however, the unique offerings companies had have been copied and surpassed by other…

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You vs. The Competition…Want To Win? Here’s How…

I’ve been speaking to more of my clients recently. Not that that should surprise you, but I’ve taken some time out to find out some of the key issues they are facing and identified many of the specific ideologies that drive them to make decisions. In some cases it’s been eye-opening, and has allowed us to tweak our offerings and…

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