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Is AI coming for your job? That’s the question echoing through boardrooms, sales floors, and WhatsApp groups alike. But let’s be honest: AI isn’t your biggest threat. Your mediocrity is. When ChatGPT launched, a wave of panic swept through the...
Yes. That’s right. Your top sales person can leave you. In fact, he will if you fail to manage him as you should. Good sales people leave for different reasons and when it happens, it usually catches everyone off...
Are you busy following the sales manual or actually getting results? Following instructions will keep you busy—and keep the peace. It gives you cover when targets are missed: “But I followed the manual.” But that excuse won’t last long....
Facts inform; emotion moves. You know this. So, why are you still leading with facts? Leading with “Our revolutionary fuel has additives,” is fact. All good to know. But not good enough to close. You may say that excitedly,...
Will your sale survive the close? Driven by immediate and often selfish gain, most salespeople do not see beyond the sale. The gain isn’t always monetary (like commissions or bonuses)—it can also be non-monetary, such as reduced pressure to...
Dear CEO, is your relationship with your sales team a healthy or unhealthy dependency? “I just don’t get it,” lamented a business owner and CEO. “I deliberately hired trained, ready-to-sell sales people. Further, I already have my sales operations...
