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13 ways to end boring meetings

13 ways to end boring meetings

Meetings – we’ve all been there. They can be useless, energy-sucking wastes of time or they can be a platform for lively discussion, the exchange of interesting ideas and efficient decision-making. Unfortunately, the first type is far more common than the second. And...

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The myth of the Lone Wolf salesperson

The myth of the Lone Wolf salesperson

Throughout history, the mythological “lone wolf” has captured imaginations as the solitary, resourceful, self-sufficient hero who stands tall against daunting odds to win the day. The “lone wolf” figure has been especially prevalent in the world of sales: the “ace...

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Disruption in sales: friend or foe?

Disruption in sales: friend or foe?

Question: What do these scenarios have in common? My wonderful friend recently lost her big job and her marriage in the same week. A technology sales team I work with lost their charismatic and brilliant leader. They are shaken to the core. The European head office...

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Old world lessons for modern-day sales success

Old world lessons for modern-day sales success

Not long ago, I was fortunate enough to travel to Italy and spent my last few days at a spectacular villa in Sienna called Frances Lodge. It’s run by two of the most gracious people I have ever met, and I had the privilege of observing, first-hand, how they run their...

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10 role-playing tips to increase sales success

10 role-playing tips to increase sales success

Vince Lombardi, the famous football coach, used to say, “Football is about blocking and tackling. The team that blocks and tackles better than their opponent will probably win the game.” Translation ... if you want to win, you’ve gotta master the basics. How do you do...

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Can business life be happy?

Can business life be happy?

I’ve been married for quite a while (26 years, and counting). Before I got married, I remember thinking the secret to a meaningful life and a good marriage is being happy. I also remember thinking that I was pretty young and probably relatively shallow. I was right!...

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As a sales leader, do you go bump, bump, bump?

As a sales leader, do you go bump, bump, bump?

“Here is Edward Bear, coming downstairs now, bump, bump, bump, on the back of his head…It is, as far as he knows, the only way of coming downstairs, but sometimes he feels that there really is another way, if only he could stop bumping for a while.” – A.A. Milne In my...

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