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We are all busy.  We start our days already with too much on our plates.  Turn on the computer, hundreds on emails come in.  Tweets, texts, phone calls all Read More

Effective challenging, effective teaching, effective insight must be done in a context that is relevant and specific to the customer. Absent that, it's arrogance, puffery, and just today's form of the classic sales person's approach, Buy my product. Read More

What did you sell that for really focuses on what the customer is trying to achieve, the problem they are trying to solve, the result they are trying to produce. Thinking back to the old story--customers don't want to buy drills, they have a need to create a hole in a wall and the drill provides th Read More

Because getting media exposure is just one element involved in marketing a book. When authors ask me, “I’ve been on the radio and in the newspaper, and it got me just three book sales, why am I not selling books?” I respond with a few questions for them.








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Do you want to sell your products and services into large companies? Then you should know how decisions are made in large companies.

In this post I bust the 3 most common myths about purchasing managers in B-to-B. This will help you to negotiate more successfully! Read More

No one likes cold calling, but when you can make it easier and more effective by making calls to offer prospects the information assets created as part of your inbound marketing efforts. Read More

A Sales CRM system can vastly improve communication and organisation in any sales driven organisation. Nicola Timmins takes a look at what every CRM should have. Read More

The best competitive strategy is forcing the competition to respond to you. Put them into that position! (Too many in sales seem to want to be in that position rather than provide leadership). Focus on the customer, force the competitor to respond the rule. Work with the customer and help them defi Read More

After a while, the ebb and flow of our days becomes second nature to us and we are no longer fully aware of what we do or don't do during a customer interaction. Just like most human beings, salespeople become creatures of habit.

Habits can be good, like when we see a red light and automatically Read More