Blog

22nd February 2018

Look for the bad things when you qualify your pipeline

Many salespeople, when they qualify their sales, tend to qualify them by looking for the good things. ‘They have a big problem; I have a good […]
20th February 2018

Do you Qualify your pipeline by playing the professional devil’s advocate?

Go On. Pull Out Salesperson Every time I talk to them they tell me how good our competitor is. I am really worried about it. I […]
6th February 2018

Improving Your Sales Process With Consultative Selling Skills

Being good at sales isn’t just luck and despite what some may think, good sales people aren’t born with a special skill that sets them apart […]
1st December 2016

Should you recruit optimistic or pessimistic salespeople?

So, which did you choose? The optimist? Everybody loves an optimist. That unwavering enthusiasm and energy and the ability to draw the positive from even the […]
2nd September 2016

Sales – Is it an “art” or a “science” ?

Imagine a world where your business results are delivered on time, on target, month in and month out. A world where you never get any nasty […]
19th May 2016

CRM systems – Are they all they’re hyped up to be?

Do you remember the disappointment you felt as a child, when you had asked for a particular gift for your birthday, and what you actually received […]
22nd February 2018

Look for the bad things when you qualify your pipeline

Many salespeople, when they qualify their sales, tend to qualify them by looking for the good things. ‘They have a big problem; I have a good […]
20th February 2018

Do you Qualify your pipeline by playing the professional devil’s advocate?

Go On. Pull Out Salesperson Every time I talk to them they tell me how good our competitor is. I am really worried about it. I […]
6th February 2018

Improving Your Sales Process With Consultative Selling Skills

Being good at sales isn’t just luck and despite what some may think, good sales people aren’t born with a special skill that sets them apart […]
19th May 2016

CRM systems – Are they all they’re hyped up to be?

Do you remember the disappointment you felt as a child, when you had asked for a particular gift for your birthday, and what you actually received […]
15th April 2016

Should you focus on the “urgent”, or the “important” ?

As a senior business leader, you will be all too familiar with the constant battle to deliver short term financial results, whilst simultaneously developing a longer […]
14th April 2016

Sales – It’s hard work making it look so easy

Having spent many years “observing” people at work, I am often struck by how individuals at the very top of their profession, seem to do two […]