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Being A Great Account Manager!

Being A Great Account Manager!

What makes a "great" Account Manager? Has the role of the Account Manager changed much over the years when we consider changes in buyers behaviours, additive technology and automation of routine tasks through AI? The answer to that question is of course yes it has....

8 tips to get you past the Gatekeeper

8 tips to get you past the Gatekeeper

Are you familiar with the term ‘The GateKeeper". This the individual whose job it is to prevent people getting access to the Decision-Maker. Typically, this is a personal assistant or a secretary, but in some companies, it is even the receptionist or switchboard...

When is the best time to make a Sales call?

When is the best time to make a Sales call?

Simplifying the Science of Sales. So you’ve got your Sales head on. You read my blog on Valuing People and Its Relationship to Prospecting. You’re not going to read from a script, you’re going to ask all about the client to make sure you’re really helping them out...

Become A Great Sales Coach

Become A Great Sales Coach

Being a great Sales Coach is a differentiator when it comes the results of sales teams and the results of individual sales professionals. The quality of a Sales Coach has a direct impact on sales performance whilst also positively impacting attrition rates when it...

Do you need Senior Sales Professionals

Do you need Senior Sales Professionals

What's the Senior Sales Professional thing all about... Why is this addition to an already perfect description being seen more & more? I can see only see two possible reasons; It plays to the ego of a sales generation that is adding value to a company through...

Social Media is Killing Networking

Social Media is Killing Networking

If you are seduced by the shortcut of social media you might also believe that face to face networking has had its day. After all, every contact you’d ever need is just a click or a phone call away… My motivation to write this article came from a most brilliant post...

Sales And Marketing Alignment

Sales And Marketing Alignment

Why Is Sales and Marketing Alignment So Important? Brings knowledge of your customers into the company.  Helps you serve your customers better. Informs the development of better CVP’s for the future. Improves your top-line and bottom-line growth. You would have...

5 Attributes That Make Goals Stick

5 Attributes That Make Goals Stick

Are your goals sticky? A week into this New Year, and “Dry” January became “No alcohol drinking in the house”-uary. Here we are three weeks later and it’s (d)evolved into “Only drinking alcohol in the house” when West Ham United are playing football on TV. Recently I...

3 Behaviours that win business

3 Behaviours that win business

U.S. companies spend over $900 billion on their sales forces, which is three times more than they spend on all ad media. Sales is, by far, the most expensive part of strategy execution for most firms. Yet, on average, companies deliver only 50% to 60% of the financial...

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