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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

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

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

Here are ways to find out if a salesperson is suffering from PTSD, post traumatic SALES disorder. 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

When cross-cultural challenges effect international sales, remember that we all respond to stories. When prospective clients hear a story where they can identify themselves, this usually brings questions to the surface and opens the dialog. Read More