Author: Salesguru

What is your relationship like with your sales target?   Are you in love with your sales target? Are you in a committed relationship with your sales target? Do you hate your sales target? Do you love or hate your sales target?   I have met many salespeople

In sales, your level of success is strongly related to the type of questions that you ask. If you ask great questions, you will get great answers, engagement, create discussion and unlock potential buying opportunities. If you ask stupid questions,

One of the best pieces of advice I have ever read was the one above. It’s brilliant because it is transformational … it doesn’t mean that I have to do all the work. It doesn’t mean that everything falls in

Some call it management by walking around. Some call it management by personal touch. Whatever name you want to give it, there are strong arguments for upping your face-to-face activity next time you need to deal with a member of

Are your people growing or just repeating the same year again and again?   You’ll certainly have encountered the phenomenon of the multiple ‘year-one’ salesperson before, but are you nurturing such people more than you should? Sales is a unique career for

I focus on how I can make a difference The value that I can bring to my prospects and customers lies in nothing other than making improvements to their current situation. Whether that’s making them faster, more efficient, more innovative or

If you have time to think about it, you have time to do it

Our great profession of sales has a bad name, doesn't it? Many people use the term "sales person" as a label for anyone they think is pushy, lazy and dishonest. This is a nightmare for professional sales people who don’t

How do I gain a full hour every day? Time is the most scarce resource for any salesperson but there are all sorts of little pockets of unused time at your disposal every day that you probably don't ever notice. Sitting