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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

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

International salespeople learn to develop cultural skills to evaluate when and how to deliver information and explanations to different cultures. In international sales, salespeople do not simply explain things, they also get people to want to listen to them. They rely on strong cross-cultural communication skills. Read More

What makes a selling process work? The strategy behind it. And by definition, strategy is not random. So why are some salespeople so random in their approach to selling? Read More

Cultural differences usually create negative reactions. When we do not understand these differences, they become trust and credibility barriers and can even end sales discussions. Everyone prefers to do business with people they like. Here are the two sides you need to look at. Read More

Europe is having its fair share of auto sector troubles right now and both Porsche and Volkswagen have been caught up in them. However, the really interesting sector news is about Porsche family firm politics and the downside of BHAGs. Read about their problems and how they could have avoided them... Read More

A key sales best practice is thorough preparation. In international sales there are additional reasons why preparation is critical. These reasons are because of cross-cultural differences and the extra explanations you need to make. Read More

Used properly and consistently, client meeting agendas can both minimize risk and improve the flow of a sale. Read More

A look at the definition of international business. Are "International Business" & "Global Business" the same thing? When determining whether a business is international or not, and when comparing how one business could be "more international" than another, perhaps the best thing is to look at the company's mindset. Read More

We've all known people who showed some of these signs; and they probably shouldn't have been in the sales profession. Read More