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Nov 25, 20166 min read
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, 20161 min read
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...
16 views0 comments


Oct 16, 20151 min read
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, 20151 min read
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...
37 views0 comments


May 25, 20151 min read
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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