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Find out the latest news from Prepit and the industry as a whole. We also have helpful advice for your business.

Cost of poor training ….

The cost of poor training at Carphone Warehouse ....Carphone Warehouse has been fined £29.1m by regulators for mis-selling the mobile phone insurance https://news.sky.com/story/carphone-warehouse-fined-29m-for-geek-squad-mis-selling-11663878 "It found staff were...

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Motivation & Reward

A new twist on coaching and motivation to achieve sales target from China. It was reported in the South China Morning Post that “If the sales goal has not been met by the end of the month, the team leader will have to eat three cockroaches for each failed sale”. Two...

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Companies vs Political Parties

Imagine if companies behaved the same way as political parties. The CEO would be constantly undermined by the employees, there would be constant infighting and lack of agreement. The competition (opposition) would spend their time criticising, rather than creating...

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Says Who?

I noticed that on a building site billboard for a new local hotel that they claimed the new gym was going to be “World Class” and it got me thinking, says who? Is there a benchmark for judging these things? We can judge our fitness in a myriad of ways through fitness...

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The Brain Cannot Multitask

We are not as good at multitasking as we would like to think we are. We tell ourselves we can do two things at once and do them both equally well. Actually when we read the text on a slide and try listening to the speaker we cannot retain all the information anywhere...

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Gareth Southgate’s Leadership Style?

On the eve of one of the biggest football matches for England for a very long time I have been very impressed with Gareth Southgate’s management approach during the World Cup. The pressure must be immense, especially as the expectations grow and the media circle!...

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We Love to Queue

In the UK we love to queue for things. The understanding being that this ensures the order in which people will be served. Recent experience from myself, and others, is that this assumption is under threat through poor service. Twice recently I have reached the front...

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6 things about opportunity management

Doing a lot more work recently on opportunity management and qualification I feel the need to add a few more observations to the list published a few months ago. The full list: Rose Tinted Glasses – Sales people, by their very nature, tend to be optimistic in order to...

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Three Connections

I have been reflecting on the common themes I have been seeing over the last few months. I think they boil down into three “connections”. Ensuring that the business is connected to its core markets with a clearly articulated, relevant, compelling and differentiated...

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Are you prepared?

Working recently with several sales teams and discussing the importance of preparation (hence the name of my company Prepit!). Good prep ensures that you are seen as professional, behave as a trusted advisor and achieve better outcomes. How often do we fail to find...

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