‘He who hesitates is lost’ is a saying I have chosen to kick off this topic. Why? Over 50 years of empirical research into sales success shows that people who…
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Prospecting is the function and ability to ignite opportunities with new and existing clients, new markets, within communities. Prospecting opens many doors if we are prepared to do it –…
This is Part 1 of a 2-part series on Unethical Self-Promoters. Back in 1988, I was introduced to a body of research* that focused specifically on the concept of self-promotion,…
When my eldest son was eleven, he said to me ‘Mum I don’t believe everybody lives by selling something’. I said, ‘That’s interesting, why do you say that?’ and he…
The competent carpenter’s saying is this: measure twice, cut once. We know that selling is a complex role with many moving parts. Producing great and consistent sales results as a…
Every business needs to prospect for new clients and customers, as well as prospect for new business in existing client accounts. Even non salespeople often need to reignite past business…
Your sales teams are the primary human face of your organisation and – still – identifying and retaining high performing sales talent continues to elude many businesses. A successful salesperson…
The truth is we all tell stories every day in a myriad of ways in varieties of situations for a variety of reasons. In ancient times, oral storytelling was the…
Last time I wrote about what we should be looking for in a good sales recruit. This time we will look at how we go about assessing a sales recruit….
What is the correct title for a salesperson’s role? What should I call myself? This is a contentious issue… And a question we get asked frequently. The answer will depend…
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