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Put a Sock in It

Sales people seldom admit that they talk too much. For prospects, it is their most common complaint. Read five ways to know you are over talking and what to do instead.

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It Takes Two to Tango

When two strangers get to together to discuss something which interests them both, one leads and the other follows. As a salesman which do you do?

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An Englishman, a Welshman, and an Irishman Walked into a Bar

In the workplace, it’s vital that good relationships exist among all employees. To be sure, some people will be closer to others. How do they develop? Why are some people closer? What about clichés versus teamwork?

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The Message You Communicate without Saying Anything

Your organisational culture is what it is largely because of what you and your team do routinely. Our collective behaviour sends messages that we would never say to someone’s face, just how much of an impact does this have?

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Value for Money

Sales commissions link income with effort. The more you sell, the more money you make. It seems a fair approach, and is rarely questioned. If you remove commission incentives for sales people, would sales go up or not?

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There’s More to Walking the Talk Than Walking the Talk

Some people believe that if they make their message easy to understand that alone will be enough to garner everyone’s support for whatever it is that they want to do. And the truth is that it won’t do anything of the

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How to Create a Touch Strategy

A touch strategy is about taking responsibility for sustaining the relationship by communicating on a regular basis in a meaningful way. It’s not about ticking a box or gaming the system. Or is it?

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Another Look at the Golden Rule

Treating people the way you wish to be treated doesn’t work. It just winds those people up. Why?

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Sales Innovation Expo2017 Bob Hayward

HOW TO PUNCH ABOVE YOUR WEIGHT If you would like to win more business from larger organisations then this is a must attend Seminar.

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Chinese Whispers: Can They Be Prevented?

Chinese Whispers, where each time a story is repeated, the details are altered a little bit. Bigger enterprises suffer from it more than smaller ones because there are more layers. Can such whispers be prevented?

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