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
Simplify your sales pitch, you’re selling to your Grandma
March 18, 2026
“What are you doing as a job these days?” That’s what my Grandma used to ask me. However, as she understood absolutely nothing about technology
How to do a perfect product demonstration
March 11, 2026
Do you sell a physical product (let’s include software in this category)? Does your sales process require a product demonstration? If so, remember that the
Make a cold call at least once every day – 10 reasons why
February 22, 2026
Like any other discipline, sales success requires constant practice to achieve and maintain excellence. An athlete needs to train to keep in shape, and a
The Secret of Working ( & Selling) from home
February 5, 2026
Even if home is the desert… Amongst other, much more dramatic topics generated by the awful corona-virus situation, there is one, above all, that seems
5 ways to motivate yourself when ALL the deals don’t close
February 1, 2026
Those new to the profession of selling often find it hard to stay motivated until it dawns on them that they may not sell to
New Business Prospecting using the Reference – Referral technique
November 5, 2025
…and not waste 100’s of phone calls The best way to prospect for new business is….. not to prospect at all! If you could get
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Think Twice, Cut Once, to create a successful Channel Program
October 1, 2026
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How do you deal with “Send me some information” and WIN?
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Sales Process or Sales Cycle – what’s the difference?
January 12, 2023