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Rumours of death of the sales professional have been greatly exaggerated! There is no doubt that web 2.0 and social selling is changing the seller - buyer dynamics; but don't overlook the ability of the sales professional to evolve, and the need that smart buyers continue to have for that same sal Read More

too many sales organizations rely too heavily on retention, and leave themselves vulnerable to losing enough revenue to have an awful year. Read More

The differences between B2B and B2C are much smaller than most would have you believe. Success in both comes down to understanding and delivering to the buyers' requirements. Read More

If you are to stop entrenching yourself, the first thing you must learn to do is to stop defending beliefs that no longer serve you. Read More

Leveraging events is key to success in sales, but runs the risk of rendering a sales person to being reactive. As a proactive sales professional, you need to look at how to make thing happen not just wait for them to. Read More

The real gap is always between the value you create and your price, not your price and your competitor’s price. Read More

Your dream client isn’t looking for a clinical treatment. They need a fire-breathing, passionate, true believer who will do all that is necessary. Read More

What if sales people or organizations, could hedge their forecasts with derivatives?  Would they be willing to risk the money or improve the quality of their forecasts and sales?  Read More

Screw-ups happen. Sometimes it’s our own goof. Sometimes it’s someone else’s goof, but we’re the party responsible. Sometimes we just happen to be in the wrong place at the wrong time. Doesn’t matter. When the customer is upset or simply has unmet expectations, somebody has to step up and hand Read More

Your most dangerous and fiercest competitor has had your dream client locked up tighter than a steel drum for years. Did your competitor make you quit? Read More