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The author describes some of the pitfalls that media sellers encounter when following up on proposals. He also offers suggestions on the best way to follow up. Read More

Some companies are risking trust and long term opportunity with short term thinking driven by the economy. Read More

A big pipeline is not the answer, the right pipeline give you options to succeed. Read More

The author suggests that sellers should work on skills that they already possess in great measure. 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

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

In the 80's there was a saying that a sales person could walk outside and catch an order in each hand while four were falling to the ground. Boom economies are great for companies but mask the true worth of a sales persons skill, how much of those orders were down to customers fulfilling their need rather than the sales person selling? 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