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How to Identify & Reward Your Exceptional Sales People

How to Identify & Reward Your Exceptional Sales People

How can you tell if a sales person is truly achieving sales excellence? What are the definitive qualities and patterns of behaviour that separate excellent sales people from the rest of the pack? Let’s consider the traits that define sales excellence and determine the...
Is Cold Calling Really Dead?

Is Cold Calling Really Dead?

I see lots of articles and posts suggesting that cold calling is dead…. But is it really? Has it joined the techniques of sending faxes and advertising in printed trade directories in the graveyard of long expired marketing techniques? When the vast majority of...
How to Re-motivate Discouraged Sales People

How to Re-motivate Discouraged Sales People

Sales people need inner motivation to be successful. But that means that anyone managing sales people must play a large part in maintaining that motivation. The sales profession has one of the highest turnover rates compared to other industries and in recent years...
What To Do When You’re Not Making Any Sales

What To Do When You’re Not Making Any Sales

It’s every salesperson’s nightmare. You love your company and you understand and believe in its purpose. You’re working hard and you understand your industry. You’ve read all your company and product literature. You’ve listened to other people’s...
What Makes A Good Sales Person?

What Makes A Good Sales Person?

It’s one of the questions I’m asked the most. Good salespeople are one of the greatest assets to any business, but what is about them that makes them stand out from the crowd? There’s a common misconception that sales people are good at talking, that they have the...