We All Spend Time, Money And Effort Finding New Customers So We Can Grow Our Business. However, The Opportunity Of Growth Is Typically Amongst The Customers We Already Have. Getting the most from our existing customers is a skill that …

All too often I speak with sales professionals and business owners who are frustrated with the results they are achieving and can’t find a solution to take them to the next level. Often the reason for their disappointing results is …

My favourite area of the sales process, and one I take great pleasure in succeeding at, is closing the order. You will often hear me say the sales process is all about control and how you can steer your prospect …

With technology moving at such a rapid pace, and yesterday’s technologies being out of date by tomorrow, to stay at the head of the game we must embrace this change and move with it.   The biggest change in the …

I am often questioned on the best way of making follow-up calls when chasing quotes or proposals. Now I have a simple take on this and am going to approach this in two ways. Firstly, I want to let you …

In every business I have ever been introduced to, there has always been a clear divide between the sales and the operational sides of the organisation. Most people believe that the responsibility of winning and maintaining business is simply that …

Often missing in the majority of businesses is the correct strategy to prepare. The sales process can be demanding, challenging and provide a variety of unexpected obstacles. However, the area of preparation is within our complete control. Being prepared is …

Sales people are often competitive, highly strung, egotistical, outspoken and arrogant. This short list of qualities may just scratch the surface of many sales people and as such they can be notoriously difficult to manage. Control them too much and …

Unfortunately, in life and business, first impressions count. As we race, we are notoriously shallow and make judgments of others in the shortest periods of time and with very limited information. However in the world of Sales and with my …

  Every one of us is missing sales and business growth opportunities every single day.  Every one of us is missing sales and business growth opportunities every single day. Whether from face-to-face appointments, telephone conversations or marketing messages, we are …