Posts

Winning on Purpose

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Do you know what you need to do in order to win? On purpose? I don't mean what feeling you need to have, or what attitude you'd like to adopt, what the latest book has told you to do, or what the latest technological marvel is that…

Time Management OR Me Management?

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Another great post from Anthony Iannrino landed in my inbox this morning. Day after day Anthony produces insightful and valuable blogs for sales people of all shapes and sizes on his website The Sales Blog. I've mentioned it before, but…

I'm not a sales person!

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I've just been talking to Dawn Bratcher (@dawnbratcher) about a blog post I'd written about how sales people tend to sell despite themselves. And Dawn made a typical comment, one I hear almost every week. 'I hate thinking of myself as a…

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…

so this is the plan, right?

I have always taken pride in my sales career. Pride in myself as a sales person, and the products I've sold to my clients over the years. So it's always been a real bugbear of mine that there is so much 'really bad sales advice' out there.…