Are your tools up for the job?

With my three children more interested in their Xboxes and WhatsApp than playing football in our field next door, Claire and I decided, to fence it off and bring two sheep to keep the grass down. The first task was to fence off the field into two paddocks and we employed a local fencing contractor to do the job. Marcus arrived with the most impressive piece of machinery I’ve ever seen. “Totally designed for the job of erecting fences and comes direct from Japan” he announced. Have a look yourself.…

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How to make selling personal

“How’re you Paul?” began Malcolm, one of the best car salespersons I’ve come across. “And Claire – Is she well too?” What a memory he has, but it wasn’t his memory, just his CRM reminding him of my wife’s name. You see I’d booked my Mitsubishi in for its service, Malcolm had a quick glance down the cars in that day and saw mine since he personally sold it to me a couple of years’ ago. He clicked on the number plate and up came my details including Claire’s name.…

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8 principles in running a sales-led business

Moving into 2013 we're all feeling confident for the future.  If you're in a sales-led company, then you'll be engrossed with the opportunities. Here's a quick break to measure yourself against professional sales managers and see what you can do differently in 2013. Research carried out this year (2012) with members of the UK's Sales Performance Association gave these as the top 8 principles to running a sales business.  Let's see how your sales-led business compares. The 8 principles of solid sales management Recruit technical experts who can relate to…

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