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Trade plays a key role in sales, and it is of great benefit for anyone engaged in any level of sales to learn the fundamentals of trade. It is also of great benefit to understand how trade has evolved–for every evolution in trade has had a profound impact on sales. Like any endeavor, trade has ... Read Post
According to Dr. Dimitrios Tsivridos, a consumer psychologist at University College in London, millennials are “perhaps the most skeptical group of consumers”. In fact, research shows that only 1% of them are influenced by ads to make a purchase. They value authenticity over conformity, exclusivity over mass production, and sub-culture over corporate culture. The underlying ... Read Post
People tend to hold the notion that salespeople are “born.” That’s a myth. Here’s the reality: There’s no such thing as a “born salesperson.” People are born one of two things: a baby boy or a baby girl. Salespeople are made. They are made through trial and error, commitment and an unwavering dedication to learning ... Read Post
Don't look for magic bullets or quick fixes, take carefully thought-out steps to get sales back on track, starting with this important step: Read Post
21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high ... Read Post
It is of great benefit for anyone engaged in any level of sales to learn the fundamentals of trade. It is also of great benefit to understand how trade has evolved--for every evolution in trade has had a profound impact on sales. Read Post
Some salespeople use a potential customer as an audience to try and impress with their product knowledge and what they believe to be their scintillating interpersonal skills. They talk, and talk, and talk about their product pausing every now and then to appreciate the wisdom of what they have just uttered. This 1-way deluge of ... Read Post
Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Like it or not, prospecting is the key to your sales success. You may have wonderful opportunities in your sales funnel today. You will either win or lose these opportunities and deplete your funnel. No matter ... Read Post
