Posted on January 31st, 2011 by Richard
McKinsey released a report last year that identified the most destructive behaviours sales people make (as suggested by the business-to-business buying community). Now, rather than focusing on negatives, I thought I would explain why the results are good news for sales people who take pride in their work. 1. Too much contact. I am guessing [...]
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Posted on January 12th, 2011 by Richard
Use a mix of sales media to create the perfect selling blend. I have been reflecting that it is still the norm for organisations to rely on a single media when selling their products and services. Many are now interacting using different media and platforms (e.g. traditional and web, social) but I don’t feel like [...]
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Posted on January 5th, 2011 by Richard
Happy New Year! I hope 2011 becomes the year you hope it will be. Don’t forget to take control and responsibility for your success. It makes it all the sweeter. ***** I thought I would kick off the year with a summary of the top 5 Selling at a Higher Level posts from 2010: In [...]
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