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The 7 Characteristics of a Successful Salesperson
Sales Mindset 101 In the first of this series of articles we looked at the way in which the strategy of selling now requires a […]
Negative Impact of Technology on Communication
Why are we more connected, yet many feel disconnected? There is no doubt that the COVID-19-induced recession would have been far worse had it not […]
7 Leadership Traits That Create Trust
Creating engaged employees by being engaging There appears to be a backlash against all authority in the modern world. Governments and media have been roundly […]
How to Penetrate the Market with a New Product
Create a product push strategy from product position to training When selling in a crowded market, your sales strategy is the foundation on which your […]
7 Steps to an Effective Internal Communications Plan Template
In a world threatened by information overload, organisational leaders have a responsibility for cutting through the fog and presenting a clear picture of vision, values, […]
9 Steps to Engage People in Transformational Change
The Kotter + 1 process of organisational behaviour for change The world of business is moving faster than ever. Technology usurps itself on an almost […]
The Challenges & Attributes of High Performing Teams
When organisations are acquired only to be sold piecemeal, we often hear that “the sum of the parts is greater than the sum of the […]
7 Ways to Build Collaborative Leadership
More so today than at any other time in history, businesses that foster a collaborative environment are winning the race to competitive advantage. Collaborative leadership […]
Matching Your Products and Services to Your Clients Needs
Keeping the customer satisfied: the key to profit It’s a misconception that price drives customer satisfaction scores. After the Great Recession, when businesses and the […]
How to Give Feedback Effectively
Giving Feedback Effectively A 2009 Gallup survey of more than 1,000 US-based employees sought to qualify the impact of feedback on employees. Its findings are insightful: […]
7 Ways to Motivate Your Team
Leading via the link between team motivation and engagement Many studies, surveys, and polls have concluded that employee engagement is key to building a successful […]
The Pros and Cons of Employee Empowerment
Research published in the 2011 Journal of Applied Psychology (Antecedents and consequences of psychological and team empowerment: a meta-analytical review – Siebert, S.E.; Wang, G.; Courtright, S.H.) […]
7 Strategies for Overcoming Resistance to Change in the Workplace
Organisational transformation is difficult In today’s world, change is the only constant that surrounds us. In business, it’s no different. For employees, this can be […]
Does Your Culture Encourage Your Sales Team to Listen?
When sales teams listen to their customers, sales numbers will speak for themselves Listening to others is a transformative quality. It strengthens personal relationships. It […]
Companies that use Employee Empowerment
While organizations such as Google are often discussed as shining companies that use employee empowerment, there are countless other firms pushing forward in their markets […]
Build Trust for High-Performance Sales
Activities to Teach Trustworthiness A 1999 poll carried out by the New York Times and CBS asked, “What percent of people in general are trustworthy?” […]
Are you using technology to improve sales collaboration?
Get real with assistive technology Sales organizations across the United States have worked hard to improve the diversity of their workforce, though one area that lags […]
Are You a Resilient Salesperson or an Optimistic One?
It’s often said that the best salesmen are the most resilient. But what creates resilience in sales? Ron Willingham, author of Integrity Selling for the 21st Century, […]
7 Interviewing Methods of Identifying Customer Needs
There have been plenty of books, papers, and articles written about methods of identifying customer needs, though most fall short of discussing the importance of communicating […]
7 Strategies to Engage your Customers & Increase Sales
Accessing the benefits of customer engagement prospecting techniques Sales is a tough world, highly prone to individual, local, national and international economic influences. When economies […]
6 Steps to Integrity Selling
What is Integrity Selling? Integrity Selling is more than just a sales technique; it’s a comprehensive sales training program designed to foster a customer-centric approach […]
6 Steps to Helping Your Team Achieve Its Sales Objectives
Process to manage time more effectively to ignite sales In the course leading their teams, sales managers have many responsibilities to contend with, many of […]
5 Sales Appointment Setting Tips
In my last post, we looked at appointment-setting scripts that work. In this post I want to delve a little deeper, and examine the art of […]
12 Rules of Influence to Increase Sales
Influencing is at the heart of integrity selling Many salespeople underachieve because they mistakenly feel that selling is something you do to someone. They believe […]
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