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Hiring the right sales talent is without doubt one of the most difficult challenges facing sales departments today. In fact, the track record of a great many businesses is very poor. High staff turnover combined with big recruitment costs, often weight heavily on already under performing sales functions within organisations. Read More

It's your sales, it's your time, if you need to get something done; you can do it or rationalize why you didn't. Read More

The old saying does not apply to sales or sales leadership: in sales words can kill; kill deals, companies and careers. Read More

Let's face it: professionals hate selling. Consultants hate selling. Architects and surveyors hate selling. Accountants hate selling. And lawyers: lawyers really hate selling. And we don't just hate the act of selling. Many of us hate the entire concept of selling. We feel it's beneath us. It's demeaning. We're experts in our field — we Read More

Is the recovery here? Is recovery possible? What can be done to avoid this ever happening again? Read this post for some answers. Read More

To maintain clarity in cross-cultural selling you need strong listening skills. When selling to different cultures you need to listen for several things at the same time. And it is not just about listening. You will often find you need to adjust your communication to stay in alignment with the conversation as a whole. Read More

When you are writing copy for marketing or sales, keeping the text and images relevant to the contact is one of the best ways to increase readership and response. Keep focused on the reader and you will win. Read More

Earlier in the week I promised to share an “old school” tactic that I use to overcome negative thoughts and emotions. I'll start by admitting there is one main thing that affects my attitude. I expect to produce massive results and make a lot of money. At points where I am not producing these giant results, I find myself fighting negative frust Read More

This is a collection of blogs that I follow to keep abreast of new ideas for sales and marketing. Read More

Today on our walk we look at the impact of how you sell on your brand equity. Read More