Glossies or no glossies? There appears to be quite a disconnect between the Sales and Marketing departments in many organizations. It appears that salespeople often blame marketing for producing artwork and collateral that the salespeople were not consulted about prior to production – and marketing often complain that salespeople are […]
It’s incredibly fascinating to me how one computer company can put out a new machine and we happen to notice it at our local store, it’s release hardly a fanfare, while another company can release a product and people will literally camp out overnight in order to get in first […]
Your areas of greatest frustration are probably areas you really want to achieve but have failed to make any meaningful moves, while “knowing” that all you need …is to start. This frustration can overflow and contaminate other areas of your life. What goal have you been putting off for so […]
It was 9th June 2006. The world cup of soccer was about to kick off in Berlin Germany and we had sat down to watch the opening ceremony. Family and friends all packed into my lounge eager to catch the spectacle. As many will remember, South Africa was due to […]
I remember my first day in my corporate sales career as clear as yesterday. If, for no other reason than my introduction to the top salesman in the branch of the insurance company I had joined. He was earning over a million bucks a year in new commissions and another […]
So we are focused! We can visualize our goals! We can taste them, we can feel them, we can get our emotion into them. We can imagine ourselves walking, talking and breathing in our new dream and it’s rocking BUT it’s raining outside and RIGHT NOW my reality is just […]
I remember back in my college days, I decided to attempt a parachute jump. This is really funny for those of you who know me because I am not great with heights (actually I’m atrocious with heights.) There was some logic going on though, as I thought it would cure […]
Another little acronym to help remember some key points. As we dig for gold (our goals, dreams, visions), here’s an easy way to keep us on track. Strategy – The difference between a dream and a goal is that a goal has a deadline and a plan. Have you broken […]
It is quite amazing to look back after 30 years in sales, to see what has changed and what has stayed the same. Computers, laptops and PDA’s have largely replaced rate books, flip folders, flip charts … sales “presentations” are more tech savvy and “sexy” … Massive strides have been […]
Talk about tiny actions that produce incredible results, this is going to be the challenge for you! One of the least effective areas of most salespeople’s practices is also the one that, if mastered could be the difference between Mr or Mrs Average, and Sales Superhero – and I’m not […]
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