How long do we actually listen to another person before we start interrupting? How quickly do our own thoughts take over and we start thinki…
How long do we actually listen to another person before we start interrupting? How quickly do our own thoughts take over and we start thinki…
Isn’t it about time we stopped throwing our sales people and sales managers in the deep end and expecting them to swim – or sell and lea…
Many people, especially sales people, often have the mistaken belief that negotiation forms part of every sale, which is not true. We oft…
Ever been asked straight up at the beginning of a prospective client meeting, “So what do you do?” despite your sincere intention to ask que…
What sales leader wouldn’t like to see shortened sales cycles leading to more comprehensive deals with better margins? These are just some…
The pundits (including Barrett) are always reminding sales executives of the need to plan. However, a major miscalculation made by many orga…
Underperforming sales people plague sales managers and organisations in every industry sector. Over the decades, business leaders have ad…
In December 2011 we published the 12 Sales Trends of 2012 and invited readers to vote on what they thought would be the most important…
It’s an Olympic year and many of our elite athletes are rightly focusing their efforts on the London 2012 Olympic Games. There are a …
Companies spend billions each year on sales training, organisational development, leadership training and other efforts to ultimately b…
Companies spend billions each year on sales training , organisational development, leadership training and other efforts to ultimately boost…
This year I am celebrating “clarity” as my cornerstone in business. I believe clarity is the most important idea in any business. Vision…
