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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...
189 views0 comments
Apr 14, 20162 min read
Masters of destiny: What sales professionals can learn from elite sports people
Science has already supplied the answer to what makes a more effective sales team. The trouble is, almost no-one is yet putting it into...
21 views0 comments
Dec 7, 20151 min read
How can you stop delivery problems crushing sales motivation?
In my pre-psychology career, I once had the opportunity of having meetings with two sales teams in directly competing technology...
14 views0 comments
Oct 1, 20154 min read
'The S-word': Why we need to confront the stigma surrounding sales
Picture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring...
45 views0 comments
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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