Articles

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

The words you choose have a massive impact! In sales, the words you use have a massive impact on the level of your success. In 2010, a project conducted by researchers from Harvard University and Google estimated that there are a

Successful salespeople recognize themselves as salespeople You can’t be successful in sales unless you completely accept that you’re a salesperson. If you’re in any doubt about it at all, or you have any sense of resistance to that fact, you’re never

I was watching a movie recently showing a teacher, explaining to her young students the notion of “don’t talk to strangers”. It got me thinking how we (well most of us) in sales do the complete opposite every day, we talk