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Managing Leaders
Post date: 25/03/2013
Research shows 70% of employees cite their manager as the reason for leaving.
Silence In Sales
Post date: 07/02/2013
Silence is not something that salespeople like; when the phone doesn’t ring, when people don’t email you back, silence is frustrating. However, in a meeting with a client silence is your best accomplice.
Winning over customers in sales
Post date: 07/02/2013
The financial downturn, and the rise of organisations like Trip Advisor, have amplified the customer’s voice and made everyone that little bit more aware of where their money’s going.
Negotiation
Post date: 24/01/2013
From human rights defenders negotiating hostage releases, to couples debating who’s doing the washing up, everyone needs to know how to negotiate.
Using humour in the workplace
Post date: 24/01/2013
That doesn’t sound right. Surely, people who keep their nose to the grindstone and work overtime get more work done? However, in the long run this risks their health and your staff turnover rate...  
Sales Features & Benefits
Post date: 28/11/2012
Every sales person knows the difference between a feature and benefit. Right? Not quite!
Working with strengths through employee assessment
Post date: 16/11/2012
A new study shows that workplace stress dramatically reduces when employees use their individual strengths on a daily basis. But how do you discover what these are?
Post date: 15/11/2012
How do you motivate your team? Commission or bonus schemes? When these become an expected feature of employment, motivation falls...
What Makes Sales People Successful
Post date: 22/10/2012
Harvard Business Review set out to answer this question with the largest ever research study of its kind. The results were staggering…
Sales Operational Efficiency
Post date: 22/10/2012
As a young salesman at Mars, I always assumed the emphasis on planning each call was normal practice in every sales organisation...

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