Blog Archives

Why Don’t Sales People Show a Little More Initiative?

On a fairly regular basis, sales managers and business owners tell me that what they really need is a sales team that’s much more entrepreneurial – they desperately want their salespeople to show a little more initiative towards their problems and opportunities. One

Posted in Accountability, Education, Focus, Motivation, Sales Management, 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: , , , , , ,

5 Paths to Hitting this Year’s Sales Target

If you’re sales targets for next year are looking steeper than the north face of The Eiger – worry not my friend. There are 5 business principals below that might very well hold the alchemy that will catapult you towards

Posted in Focus, Sales Management, Sales Skills, Sales Success Tagged with: , , , , , , , ,

A Business Fairy Tale – The Procrastination of the Sales King

Once upon a time there was a Sales King who had two beautiful daughters who gave him great joy: Prospect and Customa. Great fortunes were spent on them and many songs were sung. One night they were put to bed,

Posted in Christmas, 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

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

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: , , , , , ,

Trade Fair Nightmares? How to Become Best in Show

Hurray – it’s that time of year again when the sales team all hide behind unnaturally tall tables, while desperately trying to appear professional in their (ill-fitting) branded polo shirts, stylishly matched with their business suit trousers. Yes – it’s trade shows

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

What’s the Best Way to Close a Sale?

Are there any really bad songs that you choose to listen to – over and over again – from start to finish – just because you like the way they end? I know it’s an odd question, but every time I’m asked what my favourite

Posted in Closing Techniques, Negoatiation Techniques, Sales Skills, Sales Training Tagged with: , , , , , , ,

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: , , , , , ,