In 30 seconds The Problem: The B2B sales terrain fundamentally shifted in 2025. Cold calling stopped working for 71% of decision-makers under 40. Over 70% of buyers now use AI…
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In 30 seconds Key Takeaways: The Problem: Younger B2B buyers are ghosting phone calls during research phases. Research shows 71 per cent of decision-makers under 40 favour email and text…
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‘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 -…
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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,…
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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…
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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…
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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…
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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…
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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…
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