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Putting the sales plan together

A quick recap – in the last post, I explained why I needed to get back to doing a direct sales job for a while – to quickly build up some pipeline and close some trailblazing opportunities for some new propositions I have been developing. In this post, I’m going to outline the key elements […]

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Back to the sales coalface

Time to go back to the coal face – direct selling

I had a change of direction last year and took up a new role which was focused on proposition development rather than high end direct sales. I’ve spent that time analyzing the market and its needs, the drivers of change, competing forces, looking more deeply at our product and service offerings and those of potential […]

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Never Cold Call Again? Don’t bother!

Sometimes it is useful to turn to the dictionary for a definition to help sum up how you feel. Here is a definition for disappointment – “sadness or displeasure caused by the non-fulfillment of one’s hopes or expectations.” That definition fits very well with my feelings after purchasing a copy of the Never Cold Call […]

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Get your focus, drive, and creativity back!

[This is a curated article selected because of its relevance to B2B selling] When you’re feeling a little uninspired, underwhelmed, and generally blah, what can you do about it? This is a common problem in B2B sales. We all go through it at times, but it is in our interest to shake it off and get […]

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Wordle of advice for new sales people

Got to love Wordle, you just paste in a bunch of text and it gives you a visual represenation of it. This one was produced using responses posted on a sales forum to the question “What advice would you give to someone new to sales?”

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Three tools sales should swipe from marketing

If you are a plumber, you will have a full toolkit of the specialist equipment you need, maybe pipe-benders, blow torch, adjustable wrenches etc. But every now and then, you might come across a different type of job, say fitting a heated towel rail – which needs connecting to the mains electricity supply. For this, […]

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Stop the Struggle Sellevation

Why sales people need to know about marketing

A few years ago I was writing my Christmas cards. At first I was writing quite long personal messages, but as my wrist tired after writing out address after address, the messages got shorter and shorter, until I was just signing my name. Shortly afterwards, I received a card from a business and of course […]

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