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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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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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Developing Competence Based Self-Confidence in the Sales Environment

The Oxford English Dictionary defines self-confidence as: A feeling of trust in one’s abilities, qualities, and judgement. This can be …

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How to increase sales effectiveness with clear thinking as a competitor advantage?

A recent study of 2,663 sales organisations by Think Training, Nightingale Conant and Trainique uncovered five areas that separate the …

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Five Signs That Your Sales Team Lacks Mental Toughness

The traditional response to the need to improve sales performance is to reach for training in skills and techniques: “My …

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