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Are You Being Commoditised? Have you lost out on a deal because your customer made their decision based on the price? Did the winning supplier know nothing about the customer or have your strong relationships? Is your s…
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You can always spot a new parent.  They’re the ones with the democratic, consultative parenting approach.  They say things like “Harry, would you like a bath?”  And “Harry would you like some fruit now?”  Unfortunately t…
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I know I did a piece on follow up in our last edition but I’m not going to apologise for taking another look at this because I genuinely believe that too many people are very poor at following up. Why is this?  Is it bec…
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Last week, George Osborne delivered a “budget for business”. But whether cuts to energy bills or extensions to the annual capital allowance perk your boss up, he will always need great account managers who can nurture an…
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Issue 6 of the MG Salesletter is packed with interesting articles on recruiting sales people and buying or dying (!) along with helpful tips for account planning, goal setting and closing the deal. The article on the bac…
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Read this highly informative article from the National Sales Academy on how to improve your company’s sales performance.
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On a recent break with the family we went to Caernarfon for the day. We popped into a café, mostly for a break from the rain, but whilst there I was really impressed by this independent business owners approach to sales.…
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Recruiting Sales People – How to Recruit Sales Superstars! Recruiting sales people was once described to me as being as difficult as nailing jelly to a tree. Whilst I’m not sure it’s really that bad, there are certainly…
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Have you heard the story of Joshie the giraffe? Joshie is the property of a little boy who, during a family trip to a Ritz-Carlton in Amelia Island, Florida, accidentally left him behind in his room when the family was …
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Where are the sales superstars? January 6th is the most popular day of every year for looking for a new job. New year, new job. But sales recruitment is tough. We’ve all got our share of horror stories but I think one o…
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Here is Issue 5 of the MG Salesletter with articles on Swap Shop, Joshie the Giraffe, a round-up from November’s MG Sales Talent Network meeting on Venue Sourcing Technology, and discussions on recruiting sales superstar…
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NERDs are everywhere – they are just another cog in the decision-making wheel but the frustration of dealing with them, if you don’t know how, can be exhausting. So what is a NERD? These are the people tasked by their b…
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Well not quite but we’re hopeful! We’ve just heard that our boy, Mark Gallen, has been shortlisted for Sales Trainer of the Year Award in the prestigious British Excellence in Sales & Marketing Awards run by The I…
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MG Sales Talent Network Breakfast Friday 29th November 2013 Venue Sourcing Technology – Friend or Foe? The continued development of venue sourcing technology provokes many questions for the future. Who benefits and wh…
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At this time of year many of you will be madly busy with negotiations and contracts. Hopefully you’re keeping your stress levels in check, better than the poor guys working at the Amazon warehouse anyway! During your re…
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The MG Sales Talent Network Breakfast “Venue Sourcing Technology – Friend or Foe?” Date: Friday 29th November 2013 Time: 8.30am until 10.30am Venue: The Grange Hotel Holborn 50 – 60 Southampton Row London WC1B 4AR …
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Or How Customers Trick You With Price… Years ago I worked for a restaurant operation during my long summer break from university. I needed a job to pay the bills and keep me in beer tokens so I was pleased to get a posi…
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Or in other words, beware the woodman’s chopper… Last Sunday I was reminded of the story of the Lion and the Woodsman’s Daughter. I hadn’t heard it since I was at school and to read it again now, it brought to mind a fe…
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The continued development of venue sourcing technology provokes many questions for the future. Is it friend or foe? Who benefits and who feels threatened? Is this the commoditisation of the meetings market? These and man…
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I rarely use Twitter itself these days as I love the way that Hootsuite lays out all the tweets you receive from others so clearly. You get to choose what ‘streams’ you want to see and by default it gives you your @ ment…
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