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The Death of a Salesman

Why recruit a woman into your team? What selling skills can she really bring? These types of questions have been hotly debated for many years, not just in sales, but in the whole field of business. And of course, many reasoned and well-thought out… continue reading

Posted on 5 November 2019

Fulfil Your Values and Align Your Beliefs to Increase Sales

An awareness of your fundamental values and beliefs will enable you to take responsibility and make changes to your selling approach to increase your success. continue reading

Posted on 22 October 2019

Great Selling Skills are Transferable Across Any Industry

In today's world great sales people are really not the pushy, over-confident stereotype that most people think of when they hear the word 'sales person' or 'salesman'... continue reading

Posted on 20 August 2019

The Importance of Identifying and Understanding Buyer Personalities

An ability to understand and identify the personality of the buyer is one of the most useful sales techniques in a sales person's arsenal... continue reading

Posted on 9 June 2019

Separating the Great Sales People From the Average

What does it take to be a great salesperson? Here we explore the selling skills, attitudes and behaviours that separate the great salespeople from the average... continue reading

Posted on 16 May 2019

Why Do So Many Sales Proposals Fail?

Writing sales proposals can be a difficult and time-consuming task. Yet these proposals are often crucial to creating buyer urgency and accelerating the sale... continue reading

Posted on 25 March 2019

Be Prepared to Enhance Your Negotiation Skills

Good planning and preparation of the negotiation process is critical to the success of any B2B sales person. Here are 6 quick tips to help you improve your negotiation skills... continue reading

Posted on 18 January 2019

Should Sales People Be Given More Pricing Authority?

I was taught at Harvard that if you are responsible and accountable for a leadership or business task, you must have the full authority to make decisions. Well, shouldn’t this be the same for salespeople?… continue reading

Posted on 10 December 2018

4 Tips to Increase Sales with Consultative Selling

Consultative selling involves acting more like a consultant than a conventional salesperson. By mastering the art of consultative selling, you will gain a clearer understanding of the customer's world... continue reading

Posted on 7 November 2018

6 Sales Presentation Techniques That Will Inspire Your Audience

In the world of business an outstanding set of communication skills and presentation skills are vital to your success. Here are 6 sales presentation techniques that will help you to inspire your audience... continue reading

Posted on 21 September 2018