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

Being ignored is worse than being rejected during the sales process

In our latest contribution to Sales Initiative’s online series on motivation, we look at why hearing nothing back can be …

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The Surprising Truth About Values.

Sales Initiative Magazine has published a small piece from us here as part of their weekly motivation series for sales …

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The Marshmallow Test In Business

Those that have viewed Joachim de Posada’s TedX talk in our sales training workshops will have enjoyed his recreation of …

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Why being an ape – or a tiger – may not help with confidence in selling

I recently attended a sales conference during which a speaker recommended gorilla-style dominant posturing in front of the mirror before …

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Motivating sales people with purpose, mastery and autonomy

So sales people aren’t coin-operated after all. This post from last week on forbes.com speaks to the point we often make in …

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“You will become less concerned with what other people think of you when you realize how seldom they do.” David Foster Wallace, Infinite Jest

Last night I finished reading Mindwise by Nicholas Epley which features this quote from Infinite Jest as a chapter heading …

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Can you really “get inside a prospect’s head”?

Nicholas Epley on why getting inside someone else’s head is so difficult … Many sales people we meet have at …

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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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What multi-tasking does to the brain – RIP Clifford Nass

Sad to hear Clifford Nass’s premature death announced yesterday at 55. His Stanford talk on multi-tasking is one of the …

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