Traits of the most successful sales professionals

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To increase sales, are all leads created equal?

Near the beginning of Orwell’s masterpiece, Animal Farm, the animals embrace the powerful philosophy that “All animals are created[..]

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Zen and the art of sales forecasting

Zen and the Art of Motorcycle Maintenance tells the story of a road trip taken by an unnamed author and his son Chris, from[..]

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Once bitten, twice smart

In my day-to-day activities, I spend an inordinate amount of time talking to customers and C-suite decision makers on behalf of[..]

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The ‘So What’ card

The sales rep stood with an air of quiet confidence, as a hush fell over the room. All the key stakeholders were present, CEO, CFO[..]

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Mrs Doyle's guide to active listening

Mrs Doyle has few pleasures in life … living as she does, on a small island off the wild Atlantic coast of Ireland. 

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How can I sell, I'm not a salesperson?

I get asked this question all the time, by customers, business acquaintances, even friends and family. There’s an underlying[..]

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Explore. Dream. Discover.

In 2006, I was lucky enough to spend a week exploring the Galapagos Islands with my then fiancee, now wife of almost 10 years. We[..]

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Cold-calling again at 50, you're kidding right?

Earlier this week an old sales colleague and friend of mine called me looking for some advice. He’s a seasoned sales professional[..]

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The tale of the tape

Many of the best salespeople in the world look to champion athletes and sports stars for inspiration. We respect their hard work[..]

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