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Inspirational sales skills training resource for CEOs, Business Directors & Sales Managers

Management Playbook

87% of the effect of traditional sales training dissipates and dies over a 3-month period (source Huthwaite Int.). Whilst the …

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Confirmation bias and its effect on effective sales qualification

The problem

As sales people we don’t qualify hard enough and there’s good reason……….Confirmation Bias.

So what is confirmation bias?

Confirmation bias occurs …

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Formula for sales achievement

Effort is twice as important than talent

<-> D then (T x E) =S (S X E)= SA

<-> If
D = Desire
T …

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Using fear to live up to our true sales potential

Genetic and generic challenges

Fear is deep routed in our evolutionary psychology.  Fear enabled us to use the reactionary instinctive aspects …

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So what’s this mindfulness all about?

A serviceable definition of mindfulness: The ability to know what is happening in our head right now without being carried …

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All you need is (tough) love

Thanks to the Beatles
This blog draws on the steer that the Beatles gave in their 1967 hit All You Need …

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What has luck got to with it? (Sales Success)

What is luck?

The dictionary definition of luck is ‘success or failure apparently brought by chance rather than through one’s own …

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10 top tips to achieving mental toughness

I am often asked about how to achieve mental toughness in the sales environment.

Here are my top ten tips.

1. CIA …

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Why The Apprentice should be fired for its impact on aspiring salespeople

“I am hard, cold and unstoppable.”

“Weak people have no place in business.”

Two quotes from past participants in The Apprentice, which …

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Why sales training doesn’t stick

The sales training challenge

As a sales leader who has invested in sales training programmes, have you experienced post-event disappointment?

Such as …

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