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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

I’m not big on excuses. This in itself is a shame because salespeople tend to have a wonderful variety of them. I’ve worked with several businesses selling primarily into the public sector and one excuse that I seem to encounter a lot is… Read More

Silence is golden. Dead silence I mean. In fact, for us sales people it can be one of the most effective tools in our arsenal. Let me explain… Read More

Newsflash! The world of sales and marketing has changed. Door-to-door salesmen and telemarketers are a thing of the past. Enter social media and blogs, the drivers of sales in this day and age.


So you can either resist the change and let it push you into obscurity or you can embrace it and ad Read More

Here are three examples of why the middle management structure needs to stay in place and remain widely adopted. Read More

Of late, written communication and in particular sales e-mails have been a bit of a hot topic. It seems to be one of the key areas that sales people fall down on and it’s one of the areas that can have the biggest impact on your results. Read More

How do you maintain high levels of motivation with your team? It’s a question that few ask and even more ignore, the general corporate culture over the years has become somewhat stale and delusional.

The problem with employee motivation is that it takes up time and resources and for a CEO it wil Read More

With the news that Steve Ballmer is set to retire as CEO of Microsoft, it seems that the market’s appreciation and joy towards the news was right. Ballmer, as eccentric as he may be, has had his share of product and service failures and successes yet he has managed to really hurt the most important Read More

I’m afraid to say that business development is no longer a 9 – 5 thing. If you thought it was, you should really carry on reading….

You see, part of my strategy when hitting the phones to generate leads involves religiously leaving my mobile number in voicemails. You’ve probably seen our advice Read More