Make one more sales call before you finish for the day
Among the hundreds of pieces of sales wisdom accredited to the king of motivation, Zig
May 19, 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.
Corporate posturing – 4 ways buyers get the edge in negotiations
…..before a word has even been spoken The best salespeople know that everything is
May 17, 2025
How to build trust with your Prospects by selling like a Doctor
Have you had the need to visit the Doctor lately? How did the conversation go?
May 16, 2025
YOU, the Salesperson, are the Conductor of the Orchestra
As the excellent salesperson that you are, you will quickly become the domain expert both
May 9, 2025
Take care of your appearance – business dress and more
YOU’VE GOT 30 SECONDS According to the psychologists, you have 30 seconds to make a
March 26, 2025
A successful Sales Strategy focuses on the impact of use
Do you really know precisely what you sell? Estée Lauder, the last great independent icon
March 19, 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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Think Twice, Cut Once, to create a successful Channel Program
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Your Sales Proposal should focus on these 3 key elements
July 14, 2025
Every Salesperson should have an obsession for numbers
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A good Salesperson offers a solution, not FREE consultancy
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