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
Control the Sales Process, and close more deals
October 29, 2025
Look at the image – what do you see? Various conversations and meetings, some impromptu, people looking at data and reports, maybe comparing information, making
why your name is irrelevant when you make a cold call
October 21, 2025
Do you state your name when you make a cold call? Why? Is it part of your sales message? Does it add value to what
A sales call is a natural conversation, not an interrogation
September 20, 2025
Imagine you’re talking to a close family member or friend, maybe over dinner or a drink. You are fascinated by an experience they are talking
12 reasons why you should always ask the prospect to buy
September 19, 2025
We can’t stress enough how important it is to always ask for the business. “Closing the sale” is the #1 theme of old-school sales methodology,
Sales prospecting – do you know your ideal Prospect profile?
September 8, 2025
Although it may seem obvious, knowing your ideal Prospect profile is THE #1 requirement for successful prospecting. The notion that a “good salesperson can sell
5 negotiation tactics to counter “It’s too expensive”
August 4, 2025
“It’s too expensive” is one of the Prospect’s most common negotiation tactics when you present your offer and you will need your own best negotiation
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Think Twice, Cut Once, to create a successful Channel Program
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5 ways to motivate yourself when ALL the deals don’t close
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Integrity in sales: 5 bad habits that lose customers
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