March 24, 2021    Comment off

How to Bring Home Big Deals

Ask yourself what you’d rather: 5 smaller-sized deals, or one big, mega sized deal? It’s a tough one. You need to think about which approach is more sustainable, and which approach is more profitable. But if you can supplement smaller deals with mega deals, then you’ve hit the jackpot. But what actually is a mega […]

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June 24, 2020    Comment off

Selling from Home: How to Stay Productive

With remote working rising amid COVID-19 uncertainty, sales professionals have had to adapt to engaging with their prospects in different ways. This is a stark difference to the usual hustle and bustle of life out on the road or in the office. Without a chance to properly prepare for remote working life, the last few […]

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April 29, 2020    Comment off

What Can We Learn From Uncertain Times?

Without a doubt, the business world as we know it has changed. These uncertain times have led many businesses to adapt how they operate, with masses now working from home, how they sell, with prospects now requiring different needs, and how they grow, with economic uncertainty stunting growth. However, there are some clear learnings we […]

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August 7, 2019    Comment off

Here’s Why You Should Send Your Marketing People to a Sales Conference

Are you making plans for the 2019 National Sales Conference? Checking out the speaker bios, booking hotel nights, registering your salespeople? Have you thought about sending any marketing people to this year’s event? You’re probably wondering: Why would I do that? Marketing people go to marketing conferences. Salespeople go to sales conferences. We only have […]

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July 17, 2019    Comment off

The Sales Industry and Me

The Sales Industry and Me – When I finally realised Sales was more than just numbers!  Based on my experience a brief history into the psychology of sales and how being a salesperson is more than meeting targets. I’ve worked in sales for over a quarter of a century! How did that happen and when […]

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April 18, 2019    Comment off

Why a Growth Mindset is Key to Sales Success

The mantra of many of the world’s leading businesses has been built around a so-called ‘growth mindset,’ whereby successful people are those that have talents and abilities that can be enhanced by effort, learning and persistence through their lives. This theory, coined by Stanford psychologist Carol Dweck, is central not only to successful businesses, but […]

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March 13, 2019    Comment off

4 Fast Steps to Establishing Credibility

One of the quickest ways to leave a bad initial impression is to forget who you are talking to, and why. We in sales spend a lot of time making sure decision-makers understand our goods and services, but then we fail to quickly connect those solutions to someone else’s needs. This information imbalance becomes apparent […]

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March 13, 2019    Comment off

What’s The Big Deal? It Might Be More Than You Think…

How do you define the value of a newsworthy big deal? If your answer stops at a dollar sign, think again. Really big deals are defined and driven by the business value we bring to the customer, not the revenue we gain. It could be about helping a customer cut costs by consolidating complex, antiquated, […]

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January 16, 2019    Comment off

8 Habits of a Great Sales Manager

Like many new sales managers, perhaps you landed in your leadership role based on your ability to sell. You were a fantastic salesperson who constantly hit (and shattered) goals and quickly rose to the top. You probably didn’t get your sales manager job by being a great manager. Many don’t know the first thing about […]

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October 29, 2018    Comment off

Why They Rejected You

“We regret to inform you.” Don’t you hate those words? I used to hear them all the time. It’s the key reason that people say they hate sales. According to the department of labor statistics one in nine people is a sales person. But actually, if you think about it, so are the other eight. […]

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