As we, yet again, start a new year, now is the time to consider where you want to be in 2020. I know most of us don't plan further ahead than the next year or maybe next month. This is fine if you want your business or your life to just bumble along but if you seriously want to achieve something with the Biblical three...

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A sales leader is truly a rare breed of salesperson. A sales leader is respected by customers, friends, and colleagues. A sales leader is effective, not because he has a lot of money (although he often has) and not because he closes a lot of sales (although he often does). The real sales leader is effective because he is able to achieve great results by...

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Your market is changing!  How do I know that?  I know that because every market in the world is changing. If you were successful last year you will be tempted to do the same things this year and expect the same results. You will be disappointed! 2015 will not be like 2014 and the following year will be different again. That's just the way it...

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How did you get to manage a sales team? Promoted sales person?  Side step manager? Business owner? Or maybe you just have to manage the sales team because nobody else wants the job. Whatever the reason, managing a sales team is different from managing any other group of people in the organization. By the very nature of the work they do, salespeople often have strong personalities,...

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Why bother to differentiate? I would like you to imagine that I have two boxes in front of me. The boxes are identical, what is in them is identical and they were both manufactured by the same company in Taiwan. Two different companies sell the boxes and the only difference between the boxes seems to be the price. Box A is priced at and box...

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A couple of days ago I had a different request from a Customer. "Richard, I would like you to join myself and the other board members at a meeting to discuss and finalise our new mission statement" It seems that the company had changed and the directors could not agree on a new mission statement. They wanted me to go along and facilitate the discussion...

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