Control the Sales Process, and close more deals
Look at the image – what do you see? Various conversations and meetings, some impromptu,
October 29, 2025
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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.
why your name is irrelevant when you make a cold call
Do you state your name when you make a cold call? Why? Is it part
October 21, 2025
A sales call is a natural conversation, not an interrogation
Imagine you’re talking to a close family member or friend, maybe over dinner or a
September 20, 2025
12 reasons why you should always ask the prospect to buy
We can’t stress enough how important it is to always ask for the business. “Closing
September 19, 2025
Sales prospecting – do you know your ideal Prospect profile?
Although it may seem obvious, knowing your ideal Prospect profile is THE #1 requirement for
September 8, 2025
5 negotiation tactics to counter “It’s too expensive”
“It’s too expensive” is one of the Prospect’s most common negotiation tactics when you present
August 4, 2025
Think Twice, Cut Once, to create a successful Channel Program
October 1, 2026
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
Can you charge Channel Partners a Program Fee?
August 10, 2026
Building your business on the back of a world-class channel program can achieve long-term, exponential revenue growth and substantial market coverage, but those dizzy heights
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
The 5 steps of Opportunity Qualification for any Sales Process
May 7, 2026
Anyone who has been in Sales more than one working day will appreciate the importance of Opportunity Qualification. Chasing opportunities that will never close is
Keep your telephone sales pitch short
April 25, 2026
…. because dead Prospects don’t buy As professional Salespeople we should have the objective of helping our Customers solve problems – and get paid for
Making a sales call on Zoom – is there a new business dress-code?
March 28, 2026
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
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Think Twice, Cut Once, to create a successful Channel Program
October 1, 2026
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Control the Sales Process, and close more deals
October 29, 2025
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