I have to tell you that when I was first introduced to psychometrics in 1983, I was somewhat sceptical and that scepticism has remained with me ever since; I will explain why in a moment, but first a little background information (this might be the boring bit but do stay with it!) Psychometrics evolved from the […]
Why So Many Salespeople Are Failing So Badly …
Unlike most other professions, there are no qualifications required to become a professional salesman or woman: I find that very disappointing, and I am also deeply concerned that even the super-rich corporations who used to put their latest intakes on a solid two year program before letting them loose on an unsuspecting audience, now believe […]
The Top Sales Professionals of Tomorrow Have Moved Beyond Attitude, Skills & Process…
It is fairly common knowledge that even today in most industries, a very high percentage of training budgets are spent on “product knowledge” workshops and training sessions. This is understandable to a degree, particularly in the more technical sectors, but what about all the other types of “knowledge”? That statement is guaranteed to produce a […]
They Are Sill Marching – But Not to Our Drum!
Yes, it is true, customers and prospects are still marching, but they are no longer marching to our drum – by “our” I mean us sellers. They have wrestled the drum away from us and they are now organizing their own marches. They decide if, and when, we are invited to join them – except […]
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