We all know how important getting a ‘yes’ is, but how important is the word ‘no’ in sales? For some companies the word ‘no’ is just as (if n…
We all know how important getting a ‘yes’ is, but how important is the word ‘no’ in sales? For some companies the word ‘no’ is just as (if n…
Last week I flew from Melbourne to Sydney to conduct a two-day, 60-person sales training session for a large kitchen and electrical ware sup…
It’s fair to say that I’ve been around the sales block a few times, or maybe three, but who’s counting? In my 15 year career ‘selling’ at th…
In business today it doesn’t matter what you’re selling, there is so much clutter and confusion. Competition is fierce and let’s be ho…
Sales shouldn’t be all that hard, come on guys, is it really that complicated? The common answer is, “hell yes”, because most salespeople fo…
I have talked at length in my blogs about the importance of being confident when selling. This week I thought I would shed some light on how…
Last week I told you the story of the manufacturing company that wanted help improving their sales strategy, except none of the directors wa…
All performance vehicles have an engine, including businesses, and the faster the vehicle the more powerful the engine. In every successful …
Let me share a story with you to help answer your question. I was once involved with a small but successful advertising agency. This agency …
One of the most frequent areas that I get asked to consult on is sales team ‘performance’, or lack thereof. In many sales teams what …
When you get a bunch of ‘Type A’ personalities together who are driven and outcome focused, two types of teams commonly form: ‘Fabricate…
I would like to answer this question by sharing a story with you. Donald the management consultant arrived late to a public sales semin…
