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: , , , , , , , , , ,

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: , , , , , ,

All Sales People Fall Into 1 of these 3 Categories

It’s been my experience, that most Sales People fall into 3 distinct categories. Can’t afford to lose them Can’t afford to keep them Can’t afford to leave 1. Can’t Afford to Lose Them There are certain individuals who deliver so

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

Can You Solve the Puzzle of the 18th Camel?

There was once a man who had three sons and 17 camels. On his death bed he split his 17 camels between his boys; Half to his eldest, One third to his middle son and One ninth to the youngest.

Posted in Christmas, Problem Solving Tagged with: , , , , , , ,

Salesman Bob and the Sales-Gym Treadmill

Salesman Bob has just renewed his membership at the “Sales Gym” for the New Year. He’s decided that he wants to get himself ready for the testing times ahead – healthy, wealthy and thinking like a champion. All the members

Posted in Christmas, Sales Training 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: , , , , ,

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

Posted in Sales Prospecting 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: , , , ,

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

Posted in Sales Prospecting Tagged with: , , ,