Be aware of the anonymous competition, not just your competitors
With what and with whom do you compete? With the list of “usual suspects” which
August 3, 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.
Kill these 5 bad habits before they kill your Key Accounts
Not everyone sells new business. Some Salespeople are Key Account Managers (KAM), whose responsibility it
August 1, 2025
Your Sales Proposal should focus on these 3 key elements
Although they come in all shapes and sizes, objectively speaking we can say that a
July 14, 2025
Sales rejection is nothing personal, it’s only business
One of my favorite movies is The Godfather, by Francis Ford Coppola. It portrays various
June 14, 2025
Align yourself with the Prospect’s Procurement Process
All good Salespeople are highly focused. In fact, they would never make their number if
May 31, 2025
When you ask a question – shut up and let the Prospect reply
We already posted about the importance of asking questions – how can you understand the
May 20, 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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A successful Sales Strategy focuses on the impact of use
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Selling against the competition? 4 sales rookie mistakes to avoid
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