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From the monthly archives:

May 2008

What Makes a Good Salesperson? Answering the Impossible Question

26 May 2008

There comes a time in every consultant’s life when for some unknown reason they feel the need to document their thoughts on the defining characteristics of successful sales people. Well, now it’s my time.
Of course, this is a very risky proposition. Inevitably, we all see the world through our own biases and prejudices. No individual’s [...]

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"Banner Blindness" in Real World Sales

19 May 2008

In 1998 researchers Jan Benway and David Lane coined the phrase “banner blindness” for the newly observed phenomenon that web users tended to ignore the colourful, animated banner adverts that had previously been thought to be more likely to be seen.
Over a relatively short period of time, web users had discovered that ad banners tended [...]

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Selling Without Slides

11 May 2008

It’s a scenario played out in millions of sales meetings every year. The eager salesperson has finally managed to get a meeting with one of his A list target customers. The customer meets him at reception, takes him to a meeting room and opens with “tell me a little about your company”.
“I’m glad you asked” [...]

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