Sales psychology – why it’s better to be rejected than ignored
Conventional wisdom tells us that when approaching a prospect we should tiptoe carefully so we don’t put our prospect off or get...
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- Jan 20, 2016
- 1 min
Sales people – born or made?
Dependent as companies are for top-line growth on the selection, assessment and development of their sales people, they naturally invest...
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- Oct 16, 2015
- 1 min
The S-Word: Why we need to confront the sales stigma
Picture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring...
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- Sep 28, 2015
- 1 min
Inflated sales forecasts? It’s all in the mind
SAP recently published the results of their survey of the top challenges facing teams selling cloud-based services. Straight in at number...
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- May 25, 2015
- 1 min
Why being ignored in sales is worse than being rejected: what the latest science tells us.
“Build a better mousetrap and the world will beat a path to your door,” runs an expression attributed to nineteenth century American...
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