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We generally associate the end of a cycle with the term “closing” – the process of which you’ve gained the trust in the customer and are about to finalise the transaction. However, I’m now going to tell you that closing begins at the start of the cycle.

If the stats that we are told are true, th Read More

People will sometimes reach out and ask for a discount on your product before they took the time to sign up for a trial and use it at all. What do you do when that happens?

Instead of debating if you should or shouldn't offer them a discount right away, you need to refocus their energy on what Read More

Amongst the struggle of the various voices and opinions offering different advice everywhere you turn, it seems difficult for Sales Professionals to actually pinpoint the areas that can have the biggest impact on their bottom line results. Read More

Being a business owner or a Sales Team Leader means you’re potentially in charge of more than just yourself so this includes things like morale, progression, confidence and everything else. Read More

What is Inside Sales exactly? It's the part of sales that seems to be exploding with growth (300%) in comparison to the more traditional outside sales side of the profession. Yet why is it that it seems to be so popular? Read More

“What sales metrics should I be tracking?” – A common question that many of us ask. Other than the standard – Revenue per rep, Total Sales and Prospecting activities, what should you be tracking to increase you sales? Read More

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

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

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