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
Make one more sales call before you finish for the day
May 19, 2025
Among the hundreds of pieces of sales wisdom accredited to the king of motivation, Zig Ziglar, is the following: “Each failure brings you one step
Corporate posturing – 4 ways buyers get the edge in negotiations
May 17, 2025
…..before a word has even been spoken The best salespeople know that everything is negotiable, but that still doesn’t mean that they always negotiate
How to build trust with your Prospects by selling like a Doctor
May 16, 2025
Have you had the need to visit the Doctor lately? How did the conversation go? Was it something like this? “Hi Ruth! How wonderful to
YOU, the Salesperson, are the Conductor of the Orchestra
May 9, 2025
As the excellent salesperson that you are, you will quickly become the domain expert both on your company’s offering and all its possibilities, and also
Take care of your appearance – business dress and more
March 26, 2025
YOU’VE GOT 30 SECONDS According to the psychologists, you have 30 seconds to make a positive first impression, and this impression is principally based on
A successful Sales Strategy focuses on the impact of use
March 19, 2025
Do you really know precisely what you sell? Estée Lauder, the last great independent icon of the cosmetics industry once famously said, “I don’t sell
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Think Twice, Cut Once, to create a successful Channel Program
October 1, 2026
