Blog

24th April 2018

Life is the Summation of Small Problems

I learned a great deal from my mentor – Dermot Bradley – the inventor of the SCOTSMAN® qualification tool and Commitment Based Selling. I have a […]
28th March 2018

How you can increase profits and revenues through marginal gains?

The journey and upward trajectory of British cycling is well documented (even though they have had some bad press recently). In the span of 8 years […]
21st March 2018

Add Value to Stay Alive

The 2015 report, “Death of a (B2B) Salesman,” by Andy Hoar, VP and Senior Analyst – Forrester Research, projected that 1 million sales professionals, or 22% […]
13th March 2018

How Can You Double Your Sales? A Play in One Act

Scene: Enter Mike Wilkinson and Salesperson Mike: You are involved with big complex deals that can take many meetings to drive through. What resource stops you […]
6th March 2018

Two meanings for Pipeline Qualification: which one do you apply?

In the language of selling, the word ‘Qualification’ is used in two different ways. The two uses are almost 180° opposite in meaning. The first way […]
27th February 2018

When Qualifying a Sale how do you deal with a major concern?

Convince Me I Should Bid A salesperson was asked to quote for a specific opportunity by a potential customer. He was very concerned that they expressed […]
12th July 2018

Sales People Do What Their Managers Measure!

In some companies, Sales Leaders put a great deal of stress on the activity levels from their sales people. This may be a target to see […]
28th September 2018

Motivators: how do you drive Sales productivity?

How do we drive sales productivity to motivate sales people to work harder and smarter? It is those people who have the greatest “need to achieve” […]
10th October 2018

The Key to Successful Negotiation

We hear on the news on an almost daily basis about the Brexit negotiations. This tennis-like back and forth rally between the key negotiators is almost […]
15th October 2018

What do the best sales people do? And what’s the process underpinning the instinct?

I am frequently involved in conversations with C Levels and Sales Leaders that relate to improving sales productivity, and how to deliver predictable revenue growth. Inevitably, […]
31st October 2018

Do you have the infrastructure to enable Sales Excellence and deliver Predictable Revenue Growth?

We address the common issues experienced by most organisations with a simple sales enablement model concentrated on Leadership, People and Processes all focused on the customer. […]
1st November 2018

How to double your selling time? Focus on winning the winnable!

At the end of a year’s trading, you end up with a particular level of sales. But what stops you achieving twice that level? What is […]