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

The ‘Chimp’ and its influence on modern sales techniques

If you’ve read Steve Peters’ seminal work, The Chimp Paradox, you’ll be aware of the useful way that Peters models …

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Five challenges affecting sales performance

A recent study by Sales Benchmark found that only 22% of sales staff regularly meet their sales performance targets. Another …

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Do your sales teams still wear flares?

Do your sales teams still wear flares? For those who missed the ‘70s, Wikipedia describes flares as “a style of trousers that …

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Thinking has come to sales

A recent study of 2,663 sales organisations by Think Training, Nightingale Conant and Trainique uncovered five areas, which shed light …

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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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Planning sales targets challenges

Most sales directors will have three questions in mind when planning sales targets and forecasts:

How can I increase revenue?
How can …

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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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Is effort twice as important as talent when recruiting for a sales role?

A large number of organisations have departments and initiatives aligned to the word talent. It has become the management buzzword …

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