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A repetitive approach to sales isn’t sustainable for any company, regardless of its shape or size. Without a regular injection of motivation and innovation, salespeople will merely rely on their tried and tested pitches, and by doing so, risk missing lucrative opportunities to bring in new business.

The question is: what prevents good salespeople from becoming great? To answer this, we surveyed 280 salespeople, about the ongoing challenges they face in their roles. The results highlighted several common concerns

BI at its best

While a fundamental part of the sales process, there’s a marked difference between asking the right questions and asking questions that will leave your buyer running for the hills. Below are some of the stupid questions that even good salespeople ask.

“What does your company do?”

This instantly puts you on the back foot and makes you look lazy. Anyone can Google a company, look up a contact on LinkedIn and get a general gist of what a company does. It takes 5 minutes, if that

7 deadly sins

Lust, gluttony, greed, sloth, wrath, envy, pride, these aren’t just things you’ll recognize in a nightclub in any city in the early hours of a Saturday morning but they’re also known as the 7 deadly sins.

The 7 deadly sins are thought to originate from Evagrius Ponticus. For those who aren’t experts on fourth century theology, Evagrius was a Christian monk who identified eight temptations of men that one needed to overcome to have a strong soul