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Author: Gary Morgan
Stop Avoiding Difficult Conversations about Budget, Fit, and Challenges
Stop avoiding difficult conversations about budget, fit, and challenges, and I don’t just mean in theory. I’m talking about the conversations your salespeople are struggling to have with prospects and existing clients. Too often, leaders just like you see deals stall or opportunities slip away, and the root cause isn’t lack of effort; it’s avoidance. Your team might be reluctant to discuss budget constraints, assess fit, or address challenges directly, and this hesitation is costing both revenue and confidence.
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Stop Micromanaging: Lead With Emotional Intelligence Instead
Micromanagement is one of the fastest ways to drain motivation, kill creativity, and erode trust in a team. If you’ve ever caught yourself checking and double-checking every detail, stepping in too quickly, or struggling to let go, you’re not alone. Many leaders slip into micromanaging without even realising it. Many leaders fall into the habit of micromanaging without even realising it. However, there is a positive way forward: Stop micromanaging and lead with emotional intelligence instead.
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5 Customer Service Challenges and How to Overcome Them
Delivering excellent customer service is no longer optional; it’s a competitive necessity. In today’s fast-moving marketplace, customers have higher expectations, less patience, and more choice than ever before. That’s why this blog on 5 Customer Service Challenges and How to Overcome Them will give you practical insight into the common pitfalls teams face, along with proven strategies to overcome them.
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Why You Should Join My Newsletter
I know how busy you are, so when I put my newsletter together each month, I ensure it’s concise, practical, and worth your time. Consider it a quick dose of inspiration and actionable ideas you can implement right away.
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ROI of Sales Training: The Hidden Payoff Most Leaders Overlook
When most directors consider the return on investment (ROI) of sales training, they typically focus on the obvious metrics: increased sales, higher revenue, and improved conversion rates. While these factors are important, the true ROI of sales training often lies in less obvious outcomes, benefits that go beyond what is reflected in a spreadsheet. This ROI involves developing a confident and resilient sales team that not only closes deals but also builds long-term customer loyalty, reduces costly turnover, and enhances the overall business culture. Ultimately, this is where the real value of sales training lies.
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How To Improve Sales Conversations Using Powerful Questioning Techniques
When sales performance isn’t where you want it to be, it’s rarely about effort alone. Most salespeople put in a lot of hard work, but without the right approach, their results often fall short of expectations. One of the most effective ways to change this is by learning how to improve sales conversations using powerful questioning techniques. By shifting the focus from talking to asking, salespeople can uncover genuine needs, build stronger trust, and ultimately improve conversions.
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Have You Got Salespeople Confident Enough to Pick Up The Phone?
Have you got salespeople confident enough to pick up the phone? For many leaders, this is the real test of a sales team’s effectiveness. It’s easy to hide behind emails, LinkedIn messages, or clever marketing funnels, but real sales growth still comes down to the ability to have a live, authentic conversation.
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Is your sales team structure holding you back?
When results aren’t where they should be, many leaders look at their people first: are they motivated enough, skilled enough, hungry enough? But often, it’s not the salespeople at all. The real question is: Is your sales team structure holding you back? The way your team is set up could be limiting growth, creating inefficiencies, and costing you deals you should be winning.
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Your Sales Script Is Killing Your Results
In “Your Sales Script Is Killing Your Results,” I’m calling out the real reason many sales teams are behind on targets: they’re following rigid scripts instead of leading genuine conversations. Sales scripts are one of the fastest ways to lose trust, kill rapport, and make both your prospects and existing clients feel spoken at, not listened to.
The truth is, Sales Scripts don’t sell; People Do. And if you want better results, you need your salespeople to move from following a script to leading conversations.
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Transactional Selling Is No Longer Enough
Transactional Selling Is No Longer Enough, and if your team is still relying on pitch-heavy, product-first conversations, you’re likely leaving trust, opportunity, and revenue on the table.
What do I mean by transactional selling?
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