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
Be aware of the anonymous competition, not just your competitors
August 3, 2025
With what and with whom do you compete? With the list of “usual suspects” which contains your industry competitors? Are you sure they are your
Kill these 5 bad habits before they kill your Key Accounts
August 1, 2025
Not everyone sells new business. Some Salespeople are Key Account Managers (KAM), whose responsibility it is to look after the business relationship with existing accounts
Your Sales Proposal should focus on these 3 key elements
July 14, 2025
Although they come in all shapes and sizes, objectively speaking we can say that a Sales Proposal needs to focus on only 3 key elements:
Sales rejection is nothing personal, it’s only business
June 14, 2025
One of my favorite movies is The Godfather, by Francis Ford Coppola. It portrays various aspects of life in general, but in particular contains many
Align yourself with the Prospect’s Procurement Process
May 31, 2025
All good Salespeople are highly focused. In fact, they would never make their number if they were not. The unfortunate downside of that intense focus
When you ask a question – shut up and let the Prospect reply
May 20, 2025
We already posted about the importance of asking questions – how can you understand the Prospect’s needs if you don’t ask questions? Nevertheless, it’s still
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