The Window of Dissatisfaction

Have you heard of the “Window of Dissatisfaction[1]”? According to Forrester Research, you can sell with a closing rate of 74% during this period. In this article you will learn why this concept is so powerful and how you can make use of it to increase your success.

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Topics
sales tips Sales Planning Sales Process growth

A Comparison of Lawyers and Salespeople

We believe that great salespeople are everywhere. We’re so sure, in fact, that we’re asking you to challenge us to find the link, in any profession. This time, we shed a light on lawyers and their similarities to salespeople.

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Topics
sales motivation sales profession

Sales excellence in a Customer First digital world

There is a huge amount of talk right now about how the digital world is changing the Sales environment. Organisations large and small, but particularly the largest, are having to re-think how they approach their customers in order to remain relevant, competitive and worthy of loyalty.  

In my view there's never been a better time to be a sales professional. Yes, the invention and acceleration of the digital world has enabled our customers to have more insight and choice than ever before, however, "choice" seems to be multiplying as fast as everything else and we all need help to choose the right thing, across our lives, in and out of business. 

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Topics
sales motivation Sales Process business transformation leadership business development market intelligence Innovation sales profession success digital digital sales

A crystal ball for sales talent?

Predicting future sales talent has been a bit of a lottery in the history of the sales profession. A disturbing trend in X Factor-style talent assessments have been widely used for weeding out those deemed to have the magic dust needed to be a future sales star.

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sales recruitment recruitment process

Adapting to GDPR legislation

Reform. It’s a word that strikes fear into many, but come 25 May 2018, it is exactly what is set to happen in the world of data protection, whether you like it or not. We’re of course talking about the new General Data Protection Regulation legislation, GDPR for short. And while many of you will already be preparing for the change, if you’re not, you need to be.

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Topics
data tips business transformation