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Ian Price

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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

28 Mar 2016 09:00 Motivation

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

7 Dec 2015 09:30 Motivation

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

28 Sep 2015 11:30 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

25 May 2015 13:30 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

9 Mar 2015 00:00 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

26 Oct 2014 00:00 Motivation

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