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Stay Sane, Keep Motivated

“Shit Happens!” so what’s your “sanity fix” for keeping motivated – with some advice from Winston Churchill and Mohamed Ali. Lets be frank – it’s not possible to always keep motivated – and as that...

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Investing in Sales Training Blog Series #1: Should You Invest in Training?

“The Death of the Salesman – has been greatly exaggerated”, this is what Economist blog Schumpeter said in the Oct 14, 2011 issue.  The blog pointed-out that contrary to all the negative predictions...

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Investing in Sales Training Series #2: When NOT to Invest in Sales Training

Here’s a quick list of 6 things that might suggest you should not invest in sales training Do you have the right people worth investing in? Do they have what it takes to be successful in in the first...

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7 Lessons Learned – Running a Major Fund Raiser or Event

Having spent 15 years as a CEO in the music industry – I was not a stranger to running events.  This was different however – working with a group of volunteers as opposed to employees. Background to...

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Who owns the chandeliers? – A lesson in Leadership

An engagement I had with a client recently came to an abrupt end… The owner of this business had asked me to be forthright in telling him if I thought he was a part of some of the company’s problems. I...

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What golf can teach us about selling

Golf like selling is not a game of perfect! 4 lessons that golf can teach us about selling If you don’t like or play golf and have no interest in selling this blog maybe of no interest. I have a...

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Adversity – The 8 Lessons to Help You Become Stronger in Sales

With some surprising insight from DR Seuss! Selling is one of the hardest professions out there and the life of a salesman is full of disappointments. 90 % rejection is probably the norm when looking...

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The 12 Most Surprising Things I’ve Learned from 10 Years of Sales Training:...

Over the last 10 years,  I have trained and coached many hundreds of sales people – here are some of the surprising things I’ve learned: 1. We all sell but …! Its clichéd to say “We all sell ” – that...

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The 12 Most Surprising Things I’ve Learned from 10 Years of Sales Training:...

Carrying on from my post of last week, I have learned a lot of things throughout my years as a trainer.  As technology advanced along, these surprises continued. 6. Many people hoped that the internet...

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You Have to be Present to Win

Many of us have heard this advice before. Why do I like it so much?  I like it because it means you don’t always have to be the smartest or the most skilled to win.  As Woody Allen once said – “80 % of...

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Is Your Business Strategy As Focused As It Needs To Be?

The essence of Business Strategy is all about differentiation. In simple English, our business strategy should answer the question “so what makes you different from your competition?” Once you have...

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