When training and coaching salespeople, I always highlight four key areas. If you’re lacking in one of these areas, you’re never going to reach your true sales potential. This remains true, regardless of the impact of ...

Sales hunters may soon be added to the list of extinct animals along with dinosaurs, woolly mammoths and saber-toothed tigers. Sales hunters are slowly becoming less and less visible, hiding behind a phone or sending proposals via ...

During my training sessions I often ask delegates to close their eyes and think of the sound of an ice cream truck. I ask them why they think it plays this tune. The most common answer is that the truck is trying to attract the ...

First meetings are like a first date. If you only talk about yourself, there probably won’t be another one... One of the biggest mistakes that salespeople can make is to talk too much about their company, their service, their ...