Are you truly proud of the way your sales team go about their work and the results they deliver for the company? How about the way they treat your customers – their standards with regards to ethics, professionalism and personal attitude? Are …

4 Steps to a Sales Team You Can Be Proud Of Read more »

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On a fairly regular basis, sales managers and business owners tell me that what they really need is a sales team that’s much more entrepreneurial – they desperately want their salespeople to show a little more initiative towards their problems and opportunities. One …

Why Don’t Sales People Show a Little More Initiative? Read more »

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About 10 years ago I started working with Glenn, a personal fitness trainer. Glenn was a thirty something ex-army, boxing champion who did a bit of modelling as a side-line, allegedly just missed out on being an original member of …

5 Reasons Why Selling is Like …. Being a Boxer Read more »

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If you are anonymously trying to reach your customers on mass with the wonders of e-mail and mailing lists, do me a favour and leave me out. I know you’re only doing your best; you’ve just been thrown into an …

How to Personalise Your Email Campaigns Read more »

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If you’re sales targets for next year are looking steeper than the north face of The Eiger – worry not my friend. There are 5 business principals below that might very well hold the alchemy that will catapult you towards …

5 Paths to Hitting this Year’s Sales Target Read more »

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May the charlatans and half-jobs never darken your door – but may the knowledge that they exist, drive you to reach every customer an hour before the dishonest ever get a chance to call. May you wake every morning eager …

A New Year Message to Salespeople Read more »

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It’s been my experience, that most Sales People fall into 3 distinct categories. Can’t afford to lose them Can’t afford to keep them Can’t afford to leave 1. Can’t Afford to Lose Them There are certain individuals who deliver so …

All Sales People Fall Into 1 of these 3 Categories Read more »

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A successful businessman recently told me that he thought far too many of his salespeople initially approached prospects with a ready-made set of expectations, beliefs and paradigms – and that even the most experienced were missing out on new business …

2 Christmas Sales Stories – Prospects, Perceptions & Paradigms Read more »

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There was once a man who had three sons and 17 camels. On his death bed he split his 17 camels between his boys; Half to his eldest, One third to his middle son and One ninth to the youngest. …

Can You Solve the Puzzle of the 18th Camel? Read more »

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Once upon a time there was a Sales King. The Sales King had two beautiful daughters who gave him great joy, they were called Prospect and Customa. Great fortunes were spent on them and many songs were sung. One night …

A Business Fairy Tale – The Sales King Read more »

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