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Why anticipating questions is important in selling. Read More

I love sales like no other profession. From the start, I always sought to discover why very few salespeople were successful while others struggled so much. It was only after having year after year of ups and downs that I finally discovered the underlying secret it takes to be successful in sales. Read More

3 simple but highly effective tips for sales pipeline management in small businesses. Read More

Why you need job descriptions for sales positions. Read More

Back in 1999 “Let's Get Real or Let's Not Play” was published. It was a groundbreaking work - one of the very first books to focus on selling for consultants and other professionals; and one of the very first to take the stance that selling should be about seller and buyer working together to achieve mutual objectives - not one trying to manipulat Read More

This post is about the poser of saying No in the sales cycle Read More

Stories and Anecdotes can be one of the most powerful tools in the professional's sales armoury. And yet they're often overlooked in favour of more rational approaches: facts, figures and statistics. However, those who learn to sell with stories find that they gain credibilty, are able to make complex ideas more concrete for clients, and are ab Read More

A very interesting article debating if the top sales people have the capacity to become top sales managers. Read More

A little fun and games for a winter day. Read More

How can we bridge the gap between the need for realistic, accurate sales forecasts - and the inherent characteristic of successful salespeople to be highly optimistic. Read More