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As a rule, making assumptions can often leave sales people skating on thin ice when it comes to asking for the order.


Don’t get me wrong, being assumptive can sometimes be an asset but not when it comes to the really important stuff. It’s something we see quite a lot of so here’s a definitive Read More

We’re certainly not advocates of scripts but from time to time a business does need to have a script in place, be it for training purposes or fail safe practices to help counteract difficult situations. Read More

Sales performance improvement is one of the key areas we focus on when we are acting as sales consultants. During our time working with companies we consistently notice that even though they are aware sales performance is slacking they fail to dive deep into the ‘why’ and ‘how’ of it. Read More

In the early days of Oracle, Larry still worked with the growing sales force on a frequent basis. Even before Oracle's current headquarters were built, Larry would address the employees at the Davis Drive location in Belmont. Read More

I’ve been involved with similar projects to re-connect with lapsed customers in 4 different companies over the last couple of months and following some undoubted successes I thought I’d share with the wider world the smartest way to approach these particular accounts. Read More

Sales qualification is about understanding the deep underlying problems and aspects of the customers’ needs and business, a lot of sales people tend to drop the ball at this point. Whilst the majority of sales professionals asks the mediocre questions that really offer no information, the exception Read More

I like to feel that I’ve done a thorough job when I’m selling to my prospects. By this I mean I like to feel that I’ve done a very thorough job with my ability to ask good questions. A big part of this, for me, is drilling down 3 times on the things that I would regard as paramount factors in all Read More

We've all read the countless top 10 tips on winning the decision maker over, but realistically few of those tips are actioned or fully understood. If you're like me then finding out the functions and "mechanics" is far more important then reading an endless list of ideas. Read More

Sometimes “touching base” can be the same as cold calling – no one wants to do it. The problem is when you’ve got to have a conversation with someone; you need to have something to talk about.

The follow up can be filled with educational and positive information, all helping move the sales cycle Read More

This week I thought I’d share a lesson I learned a few years ago. Essentially, I dropped the ball with a good opportunity through what is really quite a common mistake in our profession. Read More