Tag Archives: personal development

Friday Revelations

Friday Revelations

Most people in sales know the value of goal-setting but it’s sometimes difficult to establish what people want to achieve through their work beyond simply making their sales target. I once managed a woman in the early stages of her sales career and she was getting great results through her enthusiasm and sheer effort. But

Your Profits Come From Your Customers

Your Profits Come From Your Customers

Your profits come from your customers. I came across this from one of my retail friends last week. It’s something that he gets his salespeople tuned into. In fact he shares everything with them about how much money he makes, turnover, marketing everything. He also gives everyone a weekly goal based on how many hours

Are You Stealing From Your Clients?

Are You Stealing From Your Clients?

I was meeting up with Graham Barr this morning; he regularly adds his voice to Talking Media Sales from a print perspective. We were talking about how many direct sales people are just order takers and selling only spot and dots and space and page impressions. In his view, it was like stealing from your

Do You Sell The Minimum?

Do You Sell The Minimum?

Several times a year I get the opportunity to give a talk at our local media training school. I do two sessions in the week and they usually go for an hour per session. The first session is titled “Sales Is Easy” and the second hour is the “Selling and Buying Cycles of Advertisers and

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