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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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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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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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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Salesman Bob has just renewed his membership at the “Sales Gym” for the New Year. He’s decided that he wants to get himself ready for the testing times ahead – healthy, wealthy and thinking like a champion. All the members …

Salesman Bob and the Sales-Gym Treadmill Read more »

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Not so long ago, a report on Health.com listed sales as one of the 10 professions where workers are most likely to experience depression. If you didn’t know already, depression affects about one in ten of the population – and can …

Sales in Top 10 Professions Most Likely to Experience Depression Read more »

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During my very first sales management role, I decided that everything leaving the desks and computers of my team would be a direct reflection – with regards to customers and competitors – of the way I ran my ship. There …

Managers – Are You Earning Less than Your Team? Read more »

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