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Category: Focus

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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Sales Pipeline Development Strategy

The part that mindset plays in sales pipeline development

In sales, when we’re approaching the end of the month or a …

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The “Domino Effect” – challenges in the sales environment

The purpose of this ‘domino effect’ blog is to offer a general challenge: To focus on the key activity in …

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“Loving The Sales Process”

So much of the challenge of dealing with rejection that anybody involved in selling has to confront is about managing …

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Sales people don’t spend enough time effectively prospecting

Sales people don’t spend enough time effectively prospecting: when I have stated this contention to sales leaders, I can’t think …

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Importance of Focus in the sales office – The New Super Power

The ability to focus in a world full of distraction is indeed a super power in the 21st Century.

The obvious …

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Managing distractions at work and moving towards effective sales

“Working in a state of semi-distraction is potentially devastating to your performance,” says Georgetown University Professor Cal Newport.

The main cause …

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Inflated Sales Forecasts? It’s All in the Mind.

Sales forecasting accuracy is less, in our view, about skills and techniques and more about mental toughness. Read more on …

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What does football have to do with the science of selling?

It’s possible to over-do the relationship between sport and business and for those of us that have sat through “punch-the-air” …

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Focusing on the sales metrics you can control

This recent blog on Inc. makes perfect sense – the huge emphasis on forecasting we see in a lot of …

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