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Most sales people will be well aware of the parameters they have to work within when it comes to discounting. No matter how much or little wriggle room we have to play with; it’s always important we don’t start discounting too early. Read More

As a sales professional, you hold a lot of responsibility within any company, you tend to be the reason why collectively the company hits new profit targets and ultimately you’re a key ingredient for the growth of the company. The sales metrics matter to you, they matter a lot. Read More

Here's a crash course for getting your new customer service agents up to speed on what constitutes good customer service and what it takes to make it happen.
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You don't have to be a tech-savvy designer to make this great marketing tool. Actionable advice. I have to give this a try. Read More

I’m not big on excuses. This in itself is a shame because salespeople tend to have a wonderful variety of them. I’ve worked with several businesses selling primarily into the public sector and one excuse that I seem to encounter a lot is… Read More

Silence is golden. Dead silence I mean. In fact, for us sales people it can be one of the most effective tools in our arsenal. Let me explain… Read More

Newsflash! The world of sales and marketing has changed. Door-to-door salesmen and telemarketers are a thing of the past. Enter social media and blogs, the drivers of sales in this day and age.


So you can either resist the change and let it push you into obscurity or you can embrace it and ad Read More

Here are three examples of why the middle management structure needs to stay in place and remain widely adopted. Read More

Of late, written communication and in particular sales e-mails have been a bit of a hot topic. It seems to be one of the key areas that sales people fall down on and it’s one of the areas that can have the biggest impact on your results. Read More

How do you maintain high levels of motivation with your team? It’s a question that few ask and even more ignore, the general corporate culture over the years has become somewhat stale and delusional.

The problem with employee motivation is that it takes up time and resources and for a CEO it wil Read More