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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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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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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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 …

5 Paths to Hitting this Year’s Sales Target Read more »

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

A Business Fairy Tale – The Sales King Read more »

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