Articles & Research
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The Perils of the Distraction Economy
How often do you check your mobile device for updates on email or social media – even when you haven’t been interrupted by a buzz
Advice from Virginia Woolf on Sales Success
If you read this, you might think I’ve ‘lost it’ and headed off into some out-of-body phase in my life. But have you ever read
The Power of Self-Reflection in Sales
Here’s a challenging bit of research, and at the end of this post, a gift for you that will help you take positive action based
Questions of Trust in Sales and Service
Most if not all who dip their toes into the fickle yet fruitful world of sales and service, know only too well that the questions
Make Work Meaning-full
In M. Scott Peck’s book ‘The Road Less Traveled’ he starts with this: “Life is difficult…This is a great truth, one of the greatest truths.
Change the Game, Change the Result
I want to start with this: I do not believe selling is a ‘game’. However, I do like the adage, change the game and you
How Your Values Impact Sales Success
You learn life’s lessons in some of the strangest places. But if you’re willing to learn, and are constantly looking for learning opportunities, it’s amazing
Beating Sales-Career Burnout
Many successful sales careers have been damaged or lost due to poor training, poor management and an imbalance between personal values and the demands of
Selling is Not a Conversation
For the past decade, I’ve been observing a disturbing trend that has crept its way into the heads and hearts of salespeople across a wide