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Recruiting Sales People

84% of buying decisions are based on emotion as opposed to logic – true or false? What I do know is that sales is about connecting with customers and to do that you need certain characteristics. Research tells us that empathy and drive are key in the selling process and the top sales people in any organisation have these qualities […]

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What’s the motive?

A Sales Initiative post by international sales authority Martin Limbeck recently posed the question, ‘What makes people buy (from you?)’. In this piece, Limbeck begins to answer this question by revisiting the findings of the Allensbach Institute for Public Opinion Research, which established the seven buyers’ motives that provide the impulse to make a purchase, adding “These rules still hold […]

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