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How much time during prospecting do you spend searching for the decision maker? There’s a chance that it’s probably not enough.


Add into the mix the fact that it’s an incredibly common trait amongst many sales people and it’s easy to see where the sales professional misconceptions come from. Read More

Sales people, let’s face it, have a bad rep about them and it really doesn’t look like it’ll be ending any time soon. So it pays dividends now and in the future to have a built up list of referrals and recommendations that you can always use as reference when speaking with customers. Read More

Granted, it may sound a little odd, particularly from a sales person like me, in which case the following words may change the way you think about getting bad news.


You see, I’m a realist. We can always do our best; but nobody wins them all. Read More

Building a sales team from the ground up is no mean feat. It’s a journey fraught with challenges and pitfalls yet getting it right is just the sweetest thing, so we’ve put together a guide to help you build your first, or next high performing sales team. Read More

Before you even contemplate sending the email or getting in touch with the team ask yourself – is this really a meeting that is needed? – Otherwise you’re just wasting your time and the team’s time. Read More

So much in sales hinges on your ability to craft quality questions and open meaningful, high-value conversations, so here’s a head start with 10 quality questions you can use straight away to help you better understand your prospects. Read More

We recently wrote an article about negotiations and have subsequently had several requests for more details on handling these situations, so here you go:


Q: What is the objective of a Negotiation

A: To arrive at a win-win outcome


ALWAYS remember…


SMART buyers will try to negoti Read More

Over time for many sales professionals the process of first impressions and conversations start to become a subconscious effort.


Do anything enough times and it'll happen, but the difference here is that for a sales professional the first impression is one that opens up the doors for further Read More

Most sales people will be well aware of the parameters they have to work within when it comes to discounting. No matter how much or little wriggle room we have to play with; it’s always important we don’t start discounting too early. Read More

As a sales professional, you hold a lot of responsibility within any company, you tend to be the reason why collectively the company hits new profit targets and ultimately you’re a key ingredient for the growth of the company. The sales metrics matter to you, they matter a lot. Read More