Gavin Ingham is a sales veteran, a #TEDxSpeaker and #founder of #IAm10. He specialises in helping companies build powerful sales teams on a foundation of #MentalToughness.We discuss questions like:• What is mental toughness?• Can it be developed? How?• What separates the winners from the losers in sales?• Why do bad habits persist in sales and… Continue reading Mental Toughness With Gavin Ingham: What Separates Winners From Wimps
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The Rise of China Is Inevitable, How You Respond Is Not
“In a country well governed, poverty is something to be ashamed of. In a country badly governed, wealth is something to be ashamed of.” Confucius If the short, medium and long term economic trends are to be believed, the USA’s empire and economic hegemony are on the decline, whilst simultaneously China’s stars are on the… Continue reading The Rise of China Is Inevitable, How You Respond Is Not
Are You Herding Cats? The Truth About Enterprise Selling
Best selling author of one of the Top 50 Selling Books of ALL Time (according to Top Sales World Magazine), #SandlerEnterpriseSelling (published by #McGrawHill, #BrianSullivan chats to me about his 30+ year career in big ticket, complex sales and sales management. We chart his journey from #XeroxCorporation to #CapGemini and now as VP of Sandler Enterprise… Continue reading Are You Herding Cats? The Truth About Enterprise Selling
Scaling Up Your Business Without Losing Control
Businesses stay small because the owner keeps them that way! Dave Hiatt is a 25 year #Sandler veteran who has run his own #SandlerFranchise and for the past 15 years has been working for Sandler at Home Office. He is the product champion for the #OrganizationalExcellence #OrganisationalExcellence programme. Dave and Marcus discuss the blind spots… Continue reading Scaling Up Your Business Without Losing Control
Damn Yourself By Learning Lessons From History: Excellent Basics
Ian Cartwright, author of The 6 Fundamentals of Sales Know how, chats to me about doing the basics, well, consistently, over time and meaning it. Lively discussion that serves to remind you of what probably got you going on the road to success, before you learned to get in your own way linkedin.com/in/iancartwrightnz/ To listen… Continue reading Damn Yourself By Learning Lessons From History: Excellent Basics
Double the Money For Half The Work: Why Sell Cold When You Can Sell Hot?
“The economics of cold prospecting is insane. Keep in mind that the data shows the biggest deals come from a salesperson’s 3rd generation network. Why make thousands of cold calls to strangers? The outcome you want is a strong book of loyal, profitable customers for life. The bank doesn’t care how you get there. Building… Continue reading Double the Money For Half The Work: Why Sell Cold When You Can Sell Hot?
