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5 Reasons Great Sales People are Rubbish Sales Managers
Top ‘Billers’ sometimes struggle to support the team I’ll state right at the start, the headline is clearly aimed at getting you to read the article! But there is a strong argument to say that just...
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The Hardest Objection in the World?
Scientists went a long way to research this article (pic source: http://www.public-domain-image.com) Objections are part and parcel of selling, and where ever I have gone as a sales trainer people have...
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7 Great Powerpoint Presentation tips
Powerpoint is a much derided business tool, but you should underestimate it at your peril. There are other similar products available like Keynote and Prezi but they all essentially do the same thing....
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7 Sales Jobs Interview Mistakes
Over the years I’ve interviewed hundreds of people. And it amazes me how many make the same basic errors in an interview situation. Maybe its the general quality of people in the job market, or a lack...
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Time Management OR Me Management?
Anthony Iannarino Another great post from Anthony Iannrino landed in my inbox this morning. Day after day Anthony produces insightful and valuable blogs for sales people of all shapes and sizes on his...
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The Biggest Mistake Advertisers Make
I have worked with Mike Bersin for more years than I care to mention. And I am proud to call him a friend too. As well as a brief taking and copy writing genius, Mike is one of the most savvy...
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Why Does Nobody Want My Business?
Who’d have thought this little fellar could cause so many problems (Photo credit: Wikipedia) I read an interesting article today in Forbes magazine. It states that an astonishing 71% of incoming...
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Finding the Business X Factor
In this breakfast, the pig is committed (Photo credit: Wikipedia) There’s a great story I nicked from somewhere that describes the difference between being involved in something and being committed to...
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Creating Customer Dissatisfaction
There is a great way to express the buying process that I’ve picked up from Anthony Iannarino over at the sales blog. Customers are motivated to buy due their dissatisfaction with something, and its...
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How to win (seriously)
Winners: The Sunderland 1937 FA Cup-winning team with the trophy. (Photo credit: Wikipedia) Actually, this post isn’t about winning in sport – its about winning in business. I got a great question on...
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Stop Complaining!
Lifes too short! Moment of the Park, Debrecen (Photo credit: Wikipedia) Seriously, stop it. It really annoys me (Irony alert!) We all seem to have fallen into the trap of believing complaining is in...
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Your Digital Footprint Is Killing Your Job Prospects, Or Worse…
Footprints in the snow (Photo credit: The Field Museum Library) A friend of mine spoke to me last week about a terrible situation he had found himself in. Without going into detail, and to protect his...
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How to ask for BIG money!
Big Money One of the biggest weaknesses I see in sales people, whether they are new to the job or dyed in the wool veterans, is a problem when asking for ‘big’ money. The stutter on the price, or the...
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How to get more customers
#154050297 / gettyimages.com I’ve had an email from a lovely lady called Christine who offers a very modern service. With more people working remotely and not wanting to get tied up in bricks and...
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