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Thought leadership tips from an expert
Bernard Salt is Australia's pre-eminent thought leader on consumer and demographic trends and represents KPMG at conferences around the globe to share his insights. Here he shares his views on what it takes to become a thought leader and some valuable tips on how to get there.

A Test of Sales Character
I can honestly say I did not enjoy the early years of my sales career. I initially found it hard, relentless and sometimes really distressing. I was asked to do things I didn't always understand that significance of. I often felt overly scrutinised by the constant monitoring of activity and performance by my managers. I worked in tough markets in tough times and sometimes wondered if it was worth it. I felt under pressure and sometimes wished I didn't have to sell at all, however I came to realise that this tough introduction to selling was what I really needed to prepare me for the future. In the words of Robert Louis Stevenson "Everyone lives by selling something'. Over the years as my sales career evolved, I began to learn a lot more about myself.

Sales - A test of character
I can honestly say I did not enjoy the early years of my sales career. I initially found it hard, relentless and sometimes really distressing. I was asked to do things I didn't always understand that significance of. I often felt overly scrutinised by the constant monitoring of activity and performance by my managers. I worked in tough markets in tough times and sometimes wondered if it was worth it. I felt under pressure and sometimes wished I didn't have to sell at all, however I came to realise that this tough introduction to selling was what I really needed to prepare me for the future. In the words of Robert Louis Stevenson "Everyone lives by selling something'.

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I’d like to tell you a little story about Sam, an old acquaintance of mine. The first time I met Sam I had stopped in his little general store while passing through town to buy some soda for my long car ride back home. His was the only store in this very small rural town and he did a sizable amount of business. As I walked down one of the aisles to get to the refrigerated coolers in the back where they kept the soda, I couldn't help but notice that the shelves were loaded with containers of salt for sale. There were salt containers from the front of the aisle to the back, from top to bottom, and on both sides of the aisle. I couldn't believe it, an entire aisle dedicated to just salt.
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Thought leadership tips from an expert
Bernard Salt is Australia's pre-eminent thought leader on consumer and demographic trends and represents KPMG at conferences around the globe to share his insights. Here he shares his views on what it takes to become a thought leader and some valuable tips on how to get there.

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