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Elevate sales performance

Right behaviour, consistent action, better results

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My latest insights into all things sales

 

Belief: what to do when your team doesn’t have it

Belief: what to do when your team doesn’t have it

You may already know that I work with a number of sales teams across a range of industries and regions.  From time to time I come across teams that don’t believe in either their product/service or that their target is possible to achieve.  It might be understandable. ...

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When Fatigue Sets In

When Fatigue Sets In

The great thing about 2020 is that it’s over.  Yes there are the echoes of lockdowns (sometimes actual ones), yes there are still people driving in their own cars wearing masks and yes there are still news reports of COVID lurking in waste water threatening to jump...

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What the world needs now, is Trust, sweet Trust

What the world needs now, is Trust, sweet Trust

The word “sales” can bring about associations with anything but trust.    For many of us, we’re swift to separate out the activities of selling and consulting, of providing service and sales, of connection and sales.  And here lies the opportunity for B2B sales...

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Communicate with Impact

Communicate with Impact

Like listening, we think that just because we open our mouths and words fall out that we know how to communicate.    We know how to get our message across.  As a facilitator, take it from me – I’m not seeing it.  Being able to speak so someone actually hears and...

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Energy flows where intention goes

Energy flows where intention goes

I’m not one for denying reality.    When it comes to a healthy emotional and mental outlook, accepting reality is a key component.  And as I write this, Victorian small business, in particular, has been assaulted with another lockdown on a weekend that many in...

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The Year of Recovery

The Year of Recovery

2020…COVID.  Lockdowns…   Sorry, I don’t mean to be triggering…! But around April last year organisations pretty quickly realised that in such an “unprecendented” year it would be unfair to expect their sales teams to achieve original sales targets.  In fact,...

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If you think there’s more, there probably is…

If you think there’s more, there probably is…

What a revelation!? If you’re anything like me, you’ve probably allowed yourself at times to entertain the notion that there is more possibility for you….even if you don’t know right now how to access it.  More roles, more revenue, more market share, more customers,...

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Pressure reveals mindset

Pressure reveals mindset

Getting back into a rhythm of market contact this year is going to be interesting to say the least.    In some sectors of the market, in person meetings are still rare indeed.  In others, market contact is all about being respectful of time which seems to be even...

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I don’t “sell”

I don’t “sell”

Every now and then I come across professionals who say things to me like:   “I’m not in sales.” “I’m not a salesperson.”  “Selling leaves me cold”   When I ask about their roles, it turns out that while they’re “not in sales”, they’re responsible for :...

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Entitlement vs gratitude

Entitlement vs gratitude

I heard a story the other day that I found troublesome but not uncommon.    And it’s something that will absolutely separate those who will be ready willing and able to make the most of 2021 and those who won’t be. The first story was that of an employee who was...

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Making the shift from Knowing, Doing to Being

Making the shift from Knowing, Doing to Being

I’m not interested in what you know, how long you’ve known it for or even how much you know.  I am happy that you know it.    Experience shows me though that it’s not knowledge that changes things, it’s the application of that knowledge.  We can know a lot of...

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Choose Enthusiasm

Choose Enthusiasm

Joy!….What is it good for….absolutely everything!  Say it again!   Customer service people, sales people, leaders of people….those of us who work with others to achieve an outcome understands the power of enthusiasm.  Of bringing joy to a situation.  It’s...

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