In this blurry new, multi-tasking, on-line opportunistic world in which we all now live – it can sometimes be a little difficult to work out where marketing strategy stops and the sales process begins. So, as a sales manager, it’s …

My Sales Team Are Busy Doing Everything Except Selling Read more »

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There are 5 questions below, which if you answer honestly, will give some indication on what effect you genuinely have on your own sales figures. To my mind there are far too many people out there, earning the well-deserved wages …

Salespeople – Are You Really Worth Your Wages? Read more »

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Marketing guru Perry Marshall tells a great story regarding the reasons why the Wright Brothers succeeded in getting off the ground, while so many others came crashing down to earth. You see, the reason that Orville and Wilbur Wright were the …

The Main Reason Sales Training Works Brilliantly – or Simply Crashes & Burns Read more »

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Could there be some members of your sales team who are simply “Miming in the Choir”? I know it sounds like an odd question – but the phrase “miming in the choir” sums up much of the “active inactivity” that …

How to Spot the Ineffective Salespeople in Your Team (And What to Do Once You Have) Read more »

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In my experience, sales teams appear to fall into two camps – Battleships and Pirate ships. Battleships are usually (but not always) attached to large corporate affairs, where the marketing department produces most of the presentations and sales material, budgets …

Is Your Company Culture Pirate Ship or Battleship? Read more »

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