So there I was, sitting nervously with a small overnight bag, lovingly packed by my kids, as they waved me off, staring out of the window from the passenger seat, hoping that children couldn’t smell the fear of a grown …

Why Being “Sold To” is Like ….. Waiting for an Operation Read more »

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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 …

The 3 People I Will Never Work With Read more »

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A successful businessman recently told me that he thought far too many of his salespeople were approaching prospects with a ready-made set of expectations, beliefs and paradigms – and that even the most experienced were missing out on new business …

The Salesman Who Couldn’t See What Was Inside the Empty Christmas Box Read more »

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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 …

Would Your Customers Offer You a Job? Read more »

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Are you truly proud of the way your sales team go about their work and the results they deliver for the company? How about the way they treat your customers – their standards with regards to ethics, professionalism and personal attitude? Are …

4 Steps to a Sales Team You Can Be Proud Of Read more »

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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 …

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

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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 …

5 Reasons Why Selling is Like …. Being a Boxer Read more »

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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 …

How to Personalise Your Email Campaigns Read more »

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