The gatekeeper says no!
What do you do when the only path to the decision maker is blocked? You’re armed with a name, but no direct telephone number and no email address. Now what?
Read moreSmall is better – right?
So how do small businesses duke it out with bigger companies and punch above their weight to win larger and more profitable contracts?
Read moreShake, Rattle, and Roll
Are most people in your industry “doing sales” in the same way as you? Then you are predictable to your prospect and they are blind to you. How could you disrupt the expectations of your prospects?
Read moreAm I a Leader or a Manager: Why This Discussion Won't Go Away?
The debate between whether you’re a leader or a manager has been going on for decades. Just when you think that it’s all been sorted, someone takes the other side and argues persuasively against whichever position yo
Read moreMaking Sales that Change Lives
One reason some salespeople fail is they see sales as a game. When they close a deal, they score. If there is no sale, the prospect wins. What if selling isn’t a game? What if it is much more than that?
Read moreSWOT-ting Up on Your Sales
How about doing a bit of “swot-ting” up. Applying this well-known formula – strengths, weaknesses, opportunities, and strengths – to you; the goal for which is to help you to improve.
Read moreEnrich your sales capability, Part one
We live in a world where we have almost unlimited sources of reference available to help the earnest salesperson and yet some key aspects are overlooked; this is part one of three studies on the subject.
Read moreWhat's Holding Your Company Back?
Are you frustrated with the lack of progress that your company is making? Does it seem that no matter how hard you try, you can’t get out of the rut?
Read moreDeveloping sales toughness in a competitive market
What sort of false assumptions could a salesperson hold that could limit his performance and results? Well plenty of schemas for sure. What is a schema you might ask, well read on…
Read moreThe Fallacies of Emotional Intelligence
Emotional Intelligence (EI), can be summed up like this: It’s the ability to “identify and manage your own emotions and the emotions of others.” And there are at least three problems with that…
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