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Hiring the right sales talent is without doubt one of the most difficult challenges facing sales departments today. In fact, the track record of a great many businesses is very poor. High staff turnover combined with big recruitment costs, often weight heavily on already under performing sales functions within organisations. Read More

It's your sales, it's your time, if you need to get something done; you can do it or rationalize why you didn't. Read More

If you want to maximize the sale of a business, you need to create a self sustaining model so your new buyer can run the business and make a profit. It is easier to sell when you create a self sustaining business with automated work flow systems working. Read More

The old saying does not apply to sales or sales leadership: in sales words can kill; kill deals, companies and careers. Read More

Let's face it: professionals hate selling. Consultants hate selling. Architects and surveyors hate selling. Accountants hate selling. And lawyers: lawyers really hate selling. And we don't just hate the act of selling. Many of us hate the entire concept of selling. We feel it's beneath us. It's demeaning. We're experts in our field — we Read More

Is the recovery here? Is recovery possible? What can be done to avoid this ever happening again? Read this post for some answers. Read More

Earlier in the week I promised to share an “old school” tactic that I use to overcome negative thoughts and emotions. I'll start by admitting there is one main thing that affects my attitude. I expect to produce massive results and make a lot of money. At points where I am not producing these giant results, I find myself fighting negative frust Read More

Today on our walk we look at the impact of how you sell on your brand equity. Read More

Written communication can be difficult to get right when selling to different cultures. Yet the right touches of written communication within your sales process can help you establish good international business relationships. Read More

International salespeople learn to develop cultural skills to evaluate when and how to deliver information and explanations to different cultures. In international sales, salespeople do not simply explain things, they also get people to want to listen to them. They rely on strong cross-cultural communication skills. Read More