Blog Archives

Would Your Customers Offer You a Job?

Here’s an interesting way for you to set the bar professionally. Just imagine the unthinkable happens tomorrow – and you’re current employer just collapses, got sold, or decides to make 50% of the sales team redundant, including – (clearly) unjustifiably

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

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: , , , , , , , , ,

How to Create a Self Sufficient Sales Team

Do members of your sales team knock on your office door and ask you questions that; They really should already know the answer to You’ve already given a similar answer to on previous occasions – or Relate to problems that

Posted in Accountability, Education, Sales Management, Sales Management Training, Sales Success, Sales Team Culture Tagged with: , , , , , , ,

A Member of My Sales Team Was Lap Dancing When She Should Have Been Selling

Peppered across the sales teams of my management career, there have been one or two salespeople who flagrantly abused my trust – spending their time on a variety of activities throughout the working day, rather than on the job we actually paid

Posted in Education, Sales Management, Sales Management Training, Sales Success, Sales Team Culture 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: , , , , ,

The Real Secret to Sales Success

There’s a secret to sales success – which, if you’re already doing it on a regular basis, won’t be that much of a big surprise – but that’s probably only around 5% of all the salespeople out there – so

Posted in Sales Success Tagged with: , , , ,