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The single best way to make a sales excellence program work

Posted by Philip Kreindler

One of the most interesting aspects of the job of a Sales Performance Consultant is to learn why some organisations achieve much better results..

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You should eat your own dog food

Posted by Philip Kreindler

I was inspired to write this article by the experience of one of our own consultants. Let me tell you about Peter. He is now a strong member of..

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How good Sales Forecasting can improve your reputation

If the most important thing a Sales Professional can do is sell, why do Sales Leaders put so much emphasis on forecasting? And how do you forecast..

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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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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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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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Implementing a Sales Process can be an uphill task

Posted by Philip Kreindler

How do you design a Sales Process that will actually be adopted by your Sales team? It can be an uphill task and one of our clients took this..

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