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The 7 Reasons You Just Lost That Sale
Recently I posted a question on the four most popular of LinkedIn’s Purchasing and Procurement Group’s discussion boards, which gave me the opportunity to ask almost half a million professional buyers...
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If You think It’s All About Price – Get Out of Sales
I recently spent some time with an extremely senior group of sales people from one of the world’s biggest companies, who told me that everything was down to price. No it isn’t. Take for example their...
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Closing Techniques Don’t Win Sales
The acronym EASE, breaks down into the four parts of any sales call, Earn the Right; Ask the Appropriate Questions; Solve the Problem and Execute the Solution. It comes from one my books and we built...
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The Truth About Relationship Selling
Relationship selling is a strange beast and countless authors have made many, many dollars explaining to sales people how to use it to their advantage. Here’s a quick question for you; Why do you think...
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Help – My Sales Team Are Busy Doing Everything Except Selling
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...
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Questioning Techniques that Empower People to Take Responsibility
Every organisation has a genuine need for their frontline staff to take some level of responsibility. They need them to respond to every situation appropriately, to ensure that opportunities are never...
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This is the Salesman I Could Have Become
One of the main reasons I lasted long enough to become successful in sales and sales management, was the simple fact that throughout my career, a few people saw my potential and had the tenacity and...
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The Real Secret to Sales Success
There’s a secret to business success – which, if you’re already doing it on a regular basis, won’t be that much of a big surprise – but that’s probably only around 5% of all the salespeople out there –...
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The Dangers of Outsourcing Sales Training
I was approached last month by a European Training Magazine, to write a regular monthly article with regards to Business Development and Sales Training. The first “The Perils of Outsourcing Sales...
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The 4 Pieces of the Sales Management Jigsaw
If you’ve reached the heady heights of Sales Management and now feel that your day job can often be likened to herding cats, I’d like to share with you 4 words that will help you and your team to...
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