Blog Archives

The 3 People I Will Never Work With

If you’re involved in any kind of new business development or sales, then I would always recommend that you spend some time working out the profile of your Perfect Prospect. Trouble is, it takes a lot more effort than most

Posted in Sales Prospecting, Sales Skills, Sales Success Tagged with: , , , , , ,

5 Reasons Why Selling is Like …. Being a Boxer

About 10 years ago I started working with Glenn, a personal fitness trainer. Glenn was a thirty something ex-army, boxing champion who did a bit of modelling as a side-line, allegedly just missed out on being an original member of

Posted in Sales Prospecting, Sales Skills, Sales Success Tagged with: , , , ,

How to Personalise Your Email Campaigns

If you are anonymously trying to reach your customers on mass with the wonders of e-mail and mailing lists, do me a favour and leave me out. I know you’re only doing your best; you’ve just been thrown into an

Posted in Customer Attraction, Sales Prospecting, Sales Skills, Sales Success Tagged with: , , , , , ,

Sales Prospecting: Do or Do Not – There is No Try

When it comes to sales prospecting, I’m regularly asked to coach teams who have fallen into the lazy habit of rattling off a few of the lines below; so this week I’m going to share with you the download I’d

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Stop Trying to Sell to THAT Customer (and Help THIS One Instead)

I received quite a lot of feedback and comments with regards to my last post – These People Will Never Be Your Customers – telling me how I was wrong to use the word “never”, and that only failures wouldn’t try

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How to Bridge the Commitment Gap and Close More Deals

During the first morning of our training workshops a large percentage of delegates regularly remark; “I just want to get better at closing – that’s all I really need. If I could close more sales, everything else would fall into

Posted in Closing Techniques, Sales Prospecting, Sales Skills, Sales Success, Sales Training Tagged with: , , , , , ,

How to Get a Bit “Blue Whale” About Business Development

Did you know that a blue whale needs to eat millions of  krill a day just to survive – millions of them, more than 3,000kg in weight – just to survive. On top of that, the amount of energy required for that 98

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LinkedIn Crashes – How Do You Sell When LinkedIn is Down?

Today LinkedIn went down for many of it’s European users – including the UK – although it appears to be working normally in the United States. A company spokesman said; “We are aware that some members have difficulties accessing our site. We are working hard

Posted in Customer Attraction, Sales Prospecting, Sales Skills, Social Media Tagged with: , , , , , ,

Ice Breakers to Improve Cold Calling Success

If you REALLY enjoy cold calling and never have any problems picking up the phone or getting through to the right person every time, then this one isn’t for you. However, if you want a couple of pointers to improve

Posted in Sales Prospecting, Sales Skills, Sales Training Tagged with: , , , , , , ,

Cold Calling to Book an Appointment? Try This..

Most of the time when we’re invited in to train internal telesales teams, the problems that are holding them back are caused by one major issue. They have little or no idea what they’re actually trying to achieve or why

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