The EA – learn how he/she influences the decision-making process
June 21, 2026
….and how to sway the influence in your favour The way we do business and by default, how we sell, has changed significantly in this
Author: Philip Strange
Think Twice, Cut Once, to create a successful Channel Program
June 1, 2021
And use a delicate, fine chisel, not a chainsaw. Before starting on your journey it is essential to know exactly what it is you are
Corporate posturing – 4 ways buyers get the edge in negotiations
May 17, 2021
…..before a word has even been spoken The best salespeople know that everything is negotiable, but that still doesn’t mean that they always negotiate
Include these two KPIs in your sales proposals to boost sales
May 6, 2021
Are you surprised? Only two KPIs (key performance indicators)? Look at any company’s annual report or website and you’d think they had dozens of KPIs
Nobody there? How to use voicemail and OOO to find prospects
May 4, 2021
Do you try to find Prospects by telephone? How about by email? Did you ever go through to voicemail or receive an out of office
The Testimonial Trap and how to avoid it
April 30, 2021
Why would a Customer agree to give a testimonial…? You are on the verge of closing a big deal and then the Prospect asks for
Control the Sales Process, and close more deals
April 29, 2021
Look at the image – what do you see? Various conversations and meetings, some impromptu, people looking at data and reports, maybe comparing information, making
Successful Salespeople Plan Everything
April 28, 2021
One thing that characterizes successful salespeople is that they tend to be well-organised, and good organisation is a result of planning – they plan everything,
Making a sales call on Zoom – is there a new business dress-code?
April 28, 2021
One of the major impacts of the global pandemic has been on how we interact in business and that, in turn, has translated into how
12 reasons why you should always ask the prospect to buy
April 19, 2021
We can’t stress enough how important it is to always ask for the business. “Closing the sale” is the #1 theme of old-school sales methodology,
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