After looking at innumerable sales presentations I am convinced that they are developed by marketing departments who are trained to sell to the broad audience but don’t understand the effect it will have on the specific buyer. My first reaction as I look at the vast array of self-congratulatory slides is, “Who cares?” And if […]

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Cheryl asked me to come in and talk to one of her client service staff. It seems that David’s productivity had fallen off, and despite her guidance and encouragement there was no improvement. It’s true that times had been difficult in their industry but David’s numbers were significantly worse that his peers. Anyway, Cheryl thought […]

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If you want to immediately make a difference in the effectiveness of your sales force, put any one of these tips into practice. 1.      Sales People Act in Their Own Best Interest – Your sales people, like everyone else, will do those activities in which they see the biggest reward. Take the time to examine how you […]

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