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Bid Managers - the unsung heroes in the Sales Team

Posted by Philip Kreindler

Every sales person needs to understand what Bid Managers do and how to get the best out of them. The chances of winning an RFP depends in no small..

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How to walk away from a dead horse

Posted by Philip Kreindler

Here is today’s blog in a nutshell. It is a guide to writing a letter that will allow you to waste less time on dead horses – RFPs you are never..

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Stop your sales team not selling

Posted by Philip Kreindler

Most sales people are hired to sell but spend their time doing other things. Furthermore, most sales managers should be developing the..

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Demand generation should be part of Sales DNA

Posted by Philip Kreindler

Is your phone ringing constantly with new leads? Is your pipeline full with qualified opportunities? If so, you must be doing a great job with..

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Game Changers Make Sales

Posted by Philip Kreindler

I have talked about the importance of a Sales Process for several years now and a good Sales Process is essential. You can improve its..

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The benefit of writing your personal playbook

Posted by Philip Kreindler

I recently asked for feedback from the US Major Accounts Manager of a large financial services company we have been working with this year.

  • My..

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How to get Sales People to see the need for personal change

Posted by Philip Kreindler

Have you seen a PC with an out of date operating system, something like the old Microsoft MS-DOS? It works – sort of. But compared with a PC..

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Taking Mowgli out of the jungle

Posted by Philip Kreindler

I use the term ‘Jungle Talk’ to describe the chest-thumping many sales people do when communicating with prospects and customers.  In a recent..

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Why Sales Training Is Like Gardening

Posted by Philip Kreindler

If a gardener sows some flower seeds for you they may blossom briefly, but unless the soil is fertile they will die back and there may be nothing..

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If you don’t know, don’t guess.

Posted by Philip Kreindler

The biggest issue we see across the many Opportunity Reviews we’re involved in each month is the amount of guesswork and assuming that goes on...

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