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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...
8 Reasons Customers Buy Anything

8 Reasons Customers Buy Anything

Should sales people be telepathic? It would certainly help in developing a strategy for selling to a customer if you knew what they were thinking. It would certainly make life easier, but despite us not being telepathic, there are 8 common reasons why customer buy...
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...
How Vulnerability in Sales Can Help You Close More Deals

How Vulnerability in Sales Can Help You Close More Deals

Salespeople need a particular set of skills to be successful and one of those skills is vulnerability, despite many people’s view that sales people need to be confident and outgoing. The Importance of Vulnerability in Sales In sales, it’s important to take stock...