Posts

Why Does Nobody Want My Business?

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I read an interesting article today in Forbes magazine. It states that an astonishing 71% of incoming website leads are wasted. 71%? Really? According to the research quoted in the article its true. Further in-house research conducted…

5 Reasons Great Sales People are Rubbish Sales Managers

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I'll state right at the start, the headline is clearly aimed at getting you to read the article! But there is a strong argument to say that just because a sales person can sell, hit targets, manage accounts etc. It doesn't mean that…

Sales Strategy? What Sales Strategy?

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I've talked a lot lately about sales strategy. The plan you have to ensure you are going to win.  No, it's not more complex than that. And don't listen to anyone that wants to make it more complicated. The problem is, too many of us…

I'm sorry to say this, but most sales people sell DESPITE themselves!

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Yes, it's true - clients buy because they want or need what it is you have to sell. An unfortunately large part of the time this is not down to the sales person! A good friend of mine, lets call him John, asked me if I had in fact finished…