Articles

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

Building lifetime relationships with your clients The most successful companies place great value on developing lifetime relationships with their customers. In today’s competitive marketplace, they are aware that their customers are aggressively prospected and their loyalty cannot be taken for granted.

Presentations suck I don’t even remember the last time I took a laptop into a sales meeting, but it has been years and years. There was a time when I would roll out a presentation as soon as I sat in

It’s probably never been great etiquette to speak about ‘killing’ customers beyond the walls of investment banking firms prior to the last financial crash, but wild creatures offer so much scope for comparison to salespeople that I hope you’ll forgive