How to create your best first impression with a client

90 percent of first impressions are made in the first 90 seconds. Here are my 4 top tips for behaviours to help create your best first impression with a client.

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Selling to Eskimos!

Why I think that the saying that “He or she is such a good salesperson because they could sell ice to the Eskimos” is a sales myth and ridiculous! And I explain why.

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What makes a really successful sales development programme?

Here I share my “Power of 3×3” – top tips to help create a really successful Sales Development Programme. Download the PDF     Firstly what is the definition of a successful sales development programme?  It must make a difference in the following ways: Produce tangible ROI in behaviours and result

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Selling has changed … because buying has changed

We all know that business is becoming more and more competitive and that people have greater and higher expectations. Many of us are expected to do 20% more with 20% less! This has affected selling too. Selling has changed because buying has fundamentally changed. Some of these

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How well do you really know your customer?

Have you ever lost a deal because you overlooked someone? Here is a practical guide to help you understand the different types of customers involved in making the decision to buy your offering.

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