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If you do not live in Australia you may not have seen the news that a 16 year old girl Jessica Watson successfully sailed around the world unassisted. Apart from the feat itself which was pretty astounding, what caught my attention was the planning and execution by the team responsible for the marketing of the whole journey.
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The number of followers that a user has on twitter appears not to be an indication of how influential they are. Some might find this strange as one would automatically think that the greater the number of followers that the greater the influence and indeed distance that a tweet would travel due to re-tweets etc. So why doesn’t this hold true Read More

In sales you further with persuasion than hitting people over the head with facts no matter how accurate they may be. Why sales people continue to argue irrelevant facts rather than practicing the art of persuasion is a mystery, bit it usually comes down to lack of experience, or too much ego Read More

When I browse through Linkedin I see tons of missed opportunity. Profile after profile looks like the tired old resume or curriculum vitae. This particularly saddens me when it’s a person that sells for a living.

My suggestion? Switch your thinking. Make your Linkedin profile a sales letter Read More

A trigger is a need to buy, an event that pushes you to buy the product right now. Not six months or a year down the road, but now Read More

Dissatisfaction is the key to creating and winning opportunities. Without it, it is impossible to create value for your dream client. Worse still, it leads to competing on price, an area that by itself almost never provides enough motivation and justification to change. Salespeople are better served by developing dissatisfactio Read More

You’ve set up your Facebook page, uploaded your pictures and gathered a few followers. Well done. Now comes the hard part. What are you going to say to those followers? How will you keep them coming back for more Read More

Sales people often see objections as red flags, and they just can’t help but react. There are entire programs on dealing with objections, handling objections, deflecting objections, embracing objections, the list goes on…

Most of these programs attempt to help sales people “deal” with objections by teaching them what to say, what to do, or how to avoid them. I recommend a different approach… Take objections to the EDGE Read More

Persistence and determination are essential attributes for success in any endeavor, especially sales. But too often salespeople believe that persistence and determination are the result of quarterly calls. Being persistent requires the grit and determination to make the calls, and to make them with a frequency that is meaningful enough to be effective. Read More

There is no business that is worth taking if it costs you your honesty and your integrity. It is difficult to walk away from deals that require you to violate your honesty and integrity, but it is even more difficult to live with what it means about you as a salesperson Read More