Ian Price


As a psychologist, I am always struck by how long it takes for evidence from the world of social science to be implemented in sales... more

Mar 28, 2016 9:00 AM Motivation

In my pre-psychology career, I once had the opportunity of having meetings with two sales teams in directly competing technology companies... more

Dec 7, 2015 9:30 AM Motivation

Over-inflated sales forecasts have troubled managers and leaders since the dawn of the profession... more

Sep 28, 2015 11:30 AM Motivation

Generating our own sales opportunities is hard and since scientific research shows us that persistence predicts high performance in sales, sustaining persistence in the face of adversity requires resilience, the ability to bounce back. more

May 25, 2015 1:30 PM Motivation

A sales director contact of mine recently addressed an audience of several hundred sales people at an annual conference. She asked those that had the word “sales” on their business card to raise their hand. more

Mar 9, 2015 12:00 AM Motivation

Much emphasis in motivating sales teams is given to goal-setting. There’s no doubt that having clear aspirations about tangible achievements can inspire us to deliver a great performance. more

Oct 26, 2014 12:00 AM Motivation

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