Your word is everything. Make decisions You can stand up for.

When hearing someone putting the Czech nation down by saying “We are not self-confident. We can’t make our way through” my reaction is “Please, speak for Your-self”.

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Articles #salesprocess

Starting with "What a nice weather" is not an ice-break. That is a disaster

Starting with "What a nice weather" is not an ice-break. That is a disaster

You all know it is good to start a meeting with an ice-break putting a customer and ourselves at ease. How long it takes may differ by cultures.

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To have connections? Or to know how to make them? What is better?

To have connections? Or to know how to make them? What is better?

Many times I have heard that somebody knows this director, that company owner, that celebrity etc. At interviews, many sales people sell them-selves through declaring they have a huge network of contact (as it is written as a requirement in the ads).

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Sales is not about hypocrisy. It is about love for people

Sales is not about hypocrisy. It is about love for people

Technology changes today’s world, our lives and sales, too. Very soon there will be no need to use a sales guy to find out how many cokes does a fuel station need to order. This position won’t be even called with a word “sales” and will be done by drone or an app.

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One look at a pipeline tells everything about Your sales condition

One look at a pipeline tells everything about Your sales condition

To realize that one has an overweight is no rocket science. There is no need for an expensive diagnostics or examination. One look into a mirror says it all..

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What does a success ratio really mean?

What does a success ratio really mean?

The success ratio of closing sales depends on many factors. Let’s say the average conversion ratio on your market is 10%..

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5 excuses of sales representatives and how to turn them into action

5 excuses of sales representatives and how to turn them into action

Let's start with a definition of this expression "excuse". In some cases the more suitable word would be "calling for help", in other cases it may be rather a warning sign about Your team's performance..

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5 reasons why Your great CRM system didn't build up Your sales results (yet)

5 reasons why Your great CRM system didn't build up Your sales results (yet)

There are a few great sales people and many average ones. There are simple and logical CRMs and there are complex and unflexible ones..

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