Simplify your sales pitch, you’re selling to your Grandma
“What are you doing as a job these days?” That’s what my Grandma used to
March 18, 2026
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Where The Sales Manual came from
A few years ago, an executive at one of my channel partners told me: “What we really need to help us sell more is a sales manual.” I wrote one for them, and they started to sell more.
It occurred to me that I could have used something similar as a young salesman, so I began sharing what I have learnt in more than 30 years as an individual contributor and a sales manager. You will find tried and tested tactics, ideas from the courses and books that shaped me, and lessons from the mistakes I have made. Whether you are a sales beginner, a veteran or simply curious, there should be something here for you.
If you can’t find what you are looking for, you can talk it through with me in person. Book 45 minutes in my diary here.
How to do a perfect product demonstration
Do you sell a physical product (let’s include software in this category)? Does your sales
March 11, 2026
Make a cold call at least once every day – 10 reasons why
Like any other discipline, sales success requires constant practice to achieve and maintain excellence. An
February 22, 2026
The Secret of Working ( & Selling) from home
Even if home is the desert… Amongst other, much more dramatic topics generated by the
February 5, 2026
5 ways to motivate yourself when ALL the deals don’t close
Those new to the profession of selling often find it hard to stay motivated until
February 1, 2026
New Business Prospecting using the Reference – Referral technique
…and not waste 100’s of phone calls The best way to prospect for new business
November 5, 2025
Make one more sales call before you finish for the day
May 19, 2025
Among the hundreds of pieces of sales wisdom accredited to the king of motivation, Zig Ziglar, is the following: “Each failure brings you one step
Corporate posturing – 4 ways buyers get the edge in negotiations
May 17, 2025
…..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
How to build trust with your Prospects by selling like a Doctor
May 16, 2025
Have you had the need to visit the Doctor lately? How did the conversation go? Was it something like this? “Hi Ruth! How wonderful to
YOU, the Salesperson, are the Conductor of the Orchestra
May 9, 2025
As the excellent salesperson that you are, you will quickly become the domain expert both on your company’s offering and all its possibilities, and also
Take care of your appearance – business dress and more
March 26, 2025
YOU’VE GOT 30 SECONDS According to the psychologists, you have 30 seconds to make a positive first impression, and this impression is principally based on
A successful Sales Strategy focuses on the impact of use
March 19, 2025
Do you really know precisely what you sell? Estée Lauder, the last great independent icon of the cosmetics industry once famously said, “I don’t sell
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Think Twice, Cut Once, to create a successful Channel Program
October 1, 2026
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There is only ONE reason you ever lose a deal – you were outsold
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Plan each sales call as if it were your first
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How healthy are your Key Accounts?
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