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Questioning is a great way of finding out about problems and building rapport but the temptation to jump in with the solutions straight away can undo all that hard work. Read More

Saying you are in sales and being a sales professional are two different things. Read More

eam selling is a whole new dynamic for a lot of new sales people, even tenured sales people and executives can often miss in a team environment. Sales people are measured by their individual contribution to the bottom-line but in team selling they need to take a look at the bigger picture and engage and coordinate a whole team. Today's assignme Read More

This is a blog post on why selling is easier with three choices. Read More

Put an end to boring business practices! Read More

Different sales people have different comfort zones, read this and vote on how we should proceed Read More

You can tell what an organisation's answer to this question is by how it manages its bids, tenders, proposals and responses to Invitations To Tender and Requests For Proposals (ITTs/RFPs). And by its win rate. Read More

A tutorial that will focus on what it means to become a thought leader. Learn more about the benefits of building a reputation as an expert in your industry. Read More

One of my least favorite activities as both a young sales representative and a young sales manager was reviewing pipelines. Why? Because as a young sales person I was never taught what opportunity really meant, and as a young sales manager I was not skilled at teaching others. Read More