The eagle that lived with chickens. An eagle nest, high in the mountains, with four eggs inside was rocked one day by a high wind, causing one of the eggs to fall out, land on the ground and roll down to a stop in the middle of a ...

The number one excuse I continue to hear from sales people for not prospecting enough continues to be “fear of rejection”.  Am I missing something here? You have chosen to be in sales and you have chosen the rejection business! I bet ...

I was out to dinner a few months back with a couple of guests, when the waitress came over to our table as she had done diligently all night and asked completely the wrong question: “How did you enjoy your meal?” We all ...

A white lie here, a fib there… Just how honest is your prospect being with you? We uncovered the top 5 lies favoured by your prospect. They’re naughty, but here’s how to play the lying game the professional way...   Lie 5: We ...

A first date is a complex thing.  It can be make or break time after which the object of your affection will either choose to see you again, or refuse to return your phone calls. In that way it is a lot like sales …   Rule ...

How much do you know about the calls you make before you make them? Do you have a well rehearsed script flowing through your head or are you busking it from the moment you pick up the phone?   What are you going to ...

“If you have to look the meaning of a word up … don’t use it.” - Stephen King   Pick up any corporate brochure today and the chances are you will have stumbled across what is the paper-based equivalent of a cup of ...

Business owners need to empower their sales force to make it rain without them by training staff to function in their manager’s absence, says Mark Keating, CEO of SalesGuru The secret is to build a team of individuals that can ...

Are your salespeople really responsible for their actions? What level of sales performance do you allow?  As a sales manager how often do you discuss and review targets and goals with your team? How much do you let your employees ...

A recent study in the sales sphere found that 60% to 80% of referred leads buy. They buy an average of 23% more than cold prospects. They are also four times more likely to refer you to other leads so it clearly pays to ask for ...

Where would your sales be if minimal acceptable standards were adhered to?   A sales team is typically made up of a range of performers, from the stars who are always on their A-game and achieve targets, to fairly regular ...