The Opportunity: Is It Real Or Imagined?

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February 24, 2014
The Opportunity: Is It Real Or Imagined?

Hi, Thank you for the huge amount of people that logged onto my blog last week. Wow, I was overwhelmed and touched. Now that you have had a look at the blogs, I hope you will stay and travel the road of social media and sales enablement with me. If these blogs can provide guidance…

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Stretch Your Mind & Embrace The Sales Cycle

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February 17, 2014
Stretch Your Mind & Embrace The Sales Cycle

“Man’s mind, once stretched by a new idea, never regains its original dimensions.” ― Oliver Wendell Holmes Sr. (US Supreme Court Justice) Hi! I’m back in Sydney this week. The work in Wellington last week for IBM NZ involved long hours, hard but I felt we achieved a lot. I’d like to thank the teams I worked…

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Selling Should Be A “Choose Your Own Adventure” Story?

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February 10, 2014
Selling Should Be A “Choose Your Own Adventure” Story?

Hi!
This week’s blog is coming to you from ‘Windy’ Wellington. I am in town running some Account Planning workshops for IBM NZ.
Do you remember the books that would allow you or your children to choose their own ending to the story? They were called… “Choose Your Own Adventure”. That is exactly what sales should be. I hear, so many times, sellers say, “well, its just up to the customer now – I have no power” . If that were true, then I believe that they are probably not utilising the sales cycle well enough. There should never be a surprise when selling to a customer, you should choose the ending.

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