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David Sidwell

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Most of us have attended plenty of conferences, and over the years I’ve presented at quite a few. So when I was asked to chair the National Information Security Conference (NISC) in Glasgow, I looked forward to it.[Read more]

We’ve all, at some time, been nervous around someone: a person whose force and purpose is a little intimidating. Dare I say…you’re a little scared of them ? Here’s how to cure it.[Read more]

The older I get, the more I seem to be morphing into a trainer: I’ve developed a whole series of workshops on sales and management development. But still I meet people who are hesitant to take time out to learn new skills and perspectives.[Read more]

Most Sales Directors are very confident, and strong communicators, focussed on building a very positive feeling with customers. But sometimes you need to get beneath the surface, and understand what’s working and what’s not working.[Read more]

Recruitment isn't easy. How can you predict how good someone will be until they've been doing it a while ? But there are some tried and tested ways to weed out wrong folks early.[Read more]

There are plenty of indispensable people in the graveyard, even those who thought they were the most powerful.....[Read more]

A recent article in the Harvard Business Review published the results of research into the personality differences between top and average performing salespeople. The top performers had the following personality attributes.[Read more]

It’s hard to be on top form every day. But as a Leader it's your job to get yourself – and everyone around you – to that 10/10 feeling that is essential for top performance.[Read more]

If you've read my previous post on great recruitment interviews, you shouldn't need these, but it never hurts to ask a few tricky questions, to gauge how folkshandle awkward situations.[Read more]

Over the years I've been asked this question over and over again. When I was a lot younger, I thought, easy, because we all think we can spot ‘natural’ salespeople.[Read more]

We’ve all been in meetings that never seemed to get going, meetings that drivelled into existence, where everyone was instantly bored and passive.[Read more]

2 MINUTES to take action on immediate requests (phone, email, chat) ...handle it quickly or move it on.[Read more]

My previous Blog on Objection Prevention talked about positioning: setting the landscape so your price is viewed in perspective.[Read more]

All buyers do it. In front of the mirror every morning, they practice saying “So….how much ?” and then knotting their brows and sucking their teeth, saying “How much ?!!!”[Read more]

Redzebra Software
Avecto
Blackbaud
Skillweb
Frank Taylor and Associates
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