What is a high-impact communication?

There’s a lot of talk these days about high-impact communications, but seemingly little understanding of what this means. I asked some sales professionals recently what they considered a high-impact communication to be, and received a range of answers, from “not sure” through to “something that’s lively and engaging”.

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Sales and the environment… and why we’ve gone carbon-positive

Sales has never really been good for the environment, has it? For many organisations, reducing emissions is completely at odds with the need to sell products. Think, for example, mobile phone manufacturers. From the moment you get your new phone, you’re under pressure to upgrade to the latest model. This doesn’t help our planet, but is a necessary step for organisations to make more money. Of course, there are many products which are sold, which actively help the planet. But even then, there are the drives and flights which go into making the sale, and if you fly to Basel for a pre-lunch meeting then back to the office in the afternoon, there’s an environmental impact.

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The challenges of virtual sales meetings

I’ve just finished delivering a micro-training course on how to run engaging virtual sales meetings. It’s a bit of a hot topic at the moment, because many salespeople are feeling like fish out of water when they can’t use the tried and trusted techniques of walking into someone’s office, complimenting that person on the sales chart on the wall, the family photo on their desk, or the prize stuffed cod hanging above their desk, then blitzing the sales presentation through charm alone. Yes, once upon a time, sales trainers taught that these were great sales techniques to break the ice and build rapport.

Except they never worked. Even face to face.

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What salespeople need to know about LinkedIn®

Today’s rant

As a salesperson committed to helping others sell more, there are few things that pain me more in my professional life, than seeing salespeople drag the profession down. You know the sort of problem: lack of sales skills, lack of product knowledge, telling lies in order to win the deal. All these things bring the sales profession into disrepute.

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