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The topic of conversation of late at the Sales Bloggers Union has been on Retail Therapy. In a market where people aren't buying it is perhaps understandable to get disheartened when selling our products is so much harder. This article puts forward the idea that buying is in our nature and that deep down buying, for whatever purpose, makes us Read More

Have you noticed how we have less time to do everything? Decision makers in companies have less time and less patience so using up what little time you have by going on about your company or what you do is probably a bad idea. Some even have purchasing managers who are there to solve this problem... which poses a problem for the sales guy. How do Read More

Our ability to laugh and recognise humour in all situations is, I think, an important factor in humanising ourselves and enjoying what we do. This article celebrates a year of cartooning experiences and surreal thoughts on the sales world and looking forward to many more. Read More

When dealing with inputting systems into a company what is your thoughts on being trained? Some consider that because they are computer literate they shouldn't need training because a system should be easy to use... I agree, which is why training should be about using the system to help improve your sales process, practices and methodologies Read More

For too long sales forecasting inaccuracy has been argued away as being a part of the status quo. 'It's always been like that' is a common explanation. Finally, there appears to be a debate that centres around improving accuracy... however, how this is achieved is being keenly contested. At least there is a debate and we can now move on from Read More

With a little bit of cartoon doodling to illustrate the point, one of the issues in sales forecasting is the vicious cycle generated by managers and sales execs over forecast accuracy. Sort of like cat and mouse sales activity. Read More

An article written 10 years ago exploring the issues faced by companies using sales forecasts appears to be echoed today by many companies. Is it possible that business hasn't evolved that much in a decade? Read More

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

There is nothing more annoying than putting effort in a prospect to then end up following up with no effect, but procrastinating and delaying is detrimental to both the seller and the buyer as it wastes time. You may not notice it but you are expending energy that could be saved quite easily. Read More

Important as motivating others is, an important part of nurturing success is by helping others to motivate themselves. The most successful people tend to be self motivated and driven and that comes from within... Read More