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Alan’s thought for the day
It was time I introduced you all to Alan Walmsley… an intrepid friend and colleague who has many years of experience in the field of selling software solutions with implementation services. His...
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Today’s Top Tip
If you look back through my posts you will see that I warned about this recession, depression or whatever it is called some 18 months or so ago… it did not take a rocket scientist, which is just as...
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Qualification – what’s the second question to ask?
On the Firstborder site we have three eBooks for free download: Business Imperative Analysis; Qualification Analysis and the Buying Process. The Qualification Analysis has nearly twice as many...
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Sales Podcasts - listen and learn
It seems blogging is no longer good enough and Podcasting is the way to go. Although it has been around for a few years the popularity of podcasting is increasing. Now, having just written these last...
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I’m Back!
I thought it was about time to dust down my keyboard and put finger to keys, or two fingers in my case, and write a post. It seems like it has been weeks and that is because it has! Although not...
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Focus on the individual not the organisation.
Currently, one of my favourite quotes is often attributed to Albert Einstein and his definition of insanity… “Doing the same thing over and over again expecting a different result.” The reason why I...
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Polling Day has arrived
In the absence of a national poll to determine the next government of the UK, I thought I would share the details of a Poll that I have just created on LinkedIn. Although not as important as the big...
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Treat Sales People as Entrepreneurs
My last post mentioned the poll I put up on LinkedIn - What is the most important thing for sales reps to succeed in doing… and I had some very interesting results and a good number of comments. I...
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The Six Best Reasons to use CRM
I take it all back… CRM is the future of sales… the amount of value that CRM has contributed to sales efficiency and sales results is unimaginable. I was working with one of my clients last week when...
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An Honourable Profession
When I first started out in sales many years ago there was always an enigma around selling and whether it could be considered an honourable profession or not. When compared to the trusty banking...
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