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Category: Focus

Marvellous mornings

‘Execution is the missing link between aspirations and results’ – Larry Bossidy Ram Charan

Following our workshops, delegates leave with a …

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Don’t let the important be a victim of the urgent

It’s in the implementation

Following our workshops, delegates leave with a great desire to implement the core course concepts. However, execution …

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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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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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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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Biggest barrier to achieving & setting goals in sales

‘We suffer more often in imagination than in reality’ – Seneca

There is a lot of literature and articles available about …

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How to achieve sales targets in a tough environment

Sales has never been an easy job and, in more recent years, it seems to have got tougher than ever …

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How stoic philosophy and the CIA can empower sales performance

To improve sales performance, the need to be resilient is arguably a more important personal attribute in a sales role than …

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