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This is a lesson I’ve learned over a long period of time.


In fact, I’ve been hitting the phones for over 12 years now so have made hundreds of thousands of calls, had tens of thousands of sales conversations and closed quite a good number of deals too. Read More

Absolutely not. Let me elaborate a little.

If you look at most industries now as opposed to maybe 10 or 15 years ago, it seems obvious that there’s a lot more players in each space. Read More

“After they take our software on trial/evaluation it can be difficult to make sure they use it, (and use it properly to see the maximum benefits) which can lead to a frustrating lengthening of the sales cycle and lot’s of chasing.”


A lot of our customers are software companies with technical Read More

I have a set of views and principals around the use of LinkedIn for Sales People. I’m going to make some observations so if you’re a Sales Professional who wants to create more opportunities and you’re not in the market for a new job – take note. Read More

Tools to help figure out whether people are lying on online dating sites and in text messages.

Face to face and over the phone we can use our best judgement to determine if someone is lying to us, however an email gives people the chance to construct the perfect answer - one that can lie to you Read More

In the B2B arena we tend to struggle to find the true value and benefit of social media, how does Facebook benefit you and how can it drive sales? Chances are you’re not Disney, Walmart, Asda or any other well established company. Read More

When you think of Transactional Leadership you should think of the basic model of Carrot Vs Stick – we as people are motivated by rewards and punishment AKA transactional leadership. The whole process is based on a quid pro quo format – reward/pay for amount of effort. Read More

Having a CRM system is compulsory these days, we spend so much time adding and editing data that paper records should be forever abolished and Excel is now considered “old school”. However, with the wealth of data comes another issue, how do you ensure it equates to growth? Read More

We can’t promote enough, the need for you to attend networking events, lots of them too. It’s not only an escape from the office (mega bonus points) it’s also an opportunity to further expand and grow your personal net worth. How? Read More

The age old question that used to appear at every sales focused interview, the question is how did you reply? Recently the question was made popular again in a scene from “The Wolf of Wall Street” and the answer was just as Hollywood as the film. Read More