Twenty-four hundred years ago, Aristotle described the three elements needed to move an audience – logos, pathos, and ethos – the intellectual appeal, the emotional appeal, and the speaker’s character…
How To Ruin Your Next National Sales Meeting
The only time during the entire year when the country-wide sales team gets together is the annual sales kick-off meeting. Obviously, everyone wants this meeting to be a success. As…
What Top Sales Teams Have in Common
What separates high-performing sales organisations from average and under-performing sales organisations? In order to answer this question, I recently conducted an extensive 42-part survey with 786 sales professionals. Participants were…
The Trend That Is Changing Sales
Over the past several decades the structure of sales organisations has remained largely the same. They have been primarily based on outside field sales people who make face-to-face sales calls…
Delve Deeper into Clients’ Psyches to Become a Master of Persuasion
The conversations sales people have with customers are quite complex. They consist of verbal and non-verbal messages that are sent consciously and subconsciously. Successful customer communications are the foundation of…