A good salesperson knows his customer

Know yourself, know your customer. Sales competence and customer relationship management are important. But what does the feeling of security have to do with selling? To read more (in Finnish), click here for the electronic version of Logica CGI’s publication “Ratkaisu” (Solution). Text and images by Antti Kirves.

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Stay true to yourself

You want to achieve something meaningful but have the feeling that you are mostly distracted by other things that come your way. Does this sound familiar? Most of us feel that we have a higher purpose in life that what we are doing. We want to achieve something special, but have the feeling that we…

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Success based on values is real success

The most commonly used measurement for measuring an executive’s performance is money. The more profit that is generated for the company, the higher the executive’s pay check usually becomes. Money is regarded as the key to success, and sadly, it does not always seem matter how the money is obtained: “A quarter of Wall Street…

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Values should drive the sales work

Instead of being busy chasing the deals to fill our sales quota for the month or quarter, we (anyone involved in personal selling) should focus on working in a way that is derived from our values. This may sound like very soft selling, which it can be, but the idea behind this is to pursue…

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