Getting Your Sales Prospects to ‘Yes’

December 2, 2019July 24, 2023 Brendan Walsh

Why results are not the most important part of sales

June 23, 2019July 15, 2019 Brendan Walsh

You can’t change the past, no more than you can push toothpaste back into the tube. Yet in business we seem to spend most of our time focussing on results which, by their nature, are historical and backward looking. What did we do last year, last month, last week, last whatever!

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12 Enduring Sales Tips

October 11, 2018October 11, 2018 Brendan Walsh

As most of my business contacts know I’m a long-term squash player. When I say long-term, I started playing when I was 17, so we’re not talking years, we’re talking decades! (more…)

Think Ahead!

May 30, 2018 Brendan Walsh

Over Christmas we spent 3 days at Halls Gap in the Geriward mountains (Grampians) in Western Victoria, about 3 hours drive from Melbourne. This is an ancient mountain range where the Aboriginal peoples have lived for about 1,600 generations, yes 40-50,000 years! (more…)

How should we behave at networking events?

April 3, 2018April 3, 2018 Brendan Walsh

“Building fruitful and lasting relationships starts with abandoning the conventional ‘me’ -based thoughts that are so prevalent in the business world and so easy to slip into in our personal lives.”

Michelle Tillis Lederman

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Competing with a lower priced, lesser quality competitor

February 6, 2018February 6, 2018 Brendan Walsh

How often do we hear it?

‘Sorry you missed out on price’ ‘We’re going with a cheaper supplier’ ‘We can’t justify the extra spend’ ‘We don’t have the budget’ (more…)

Getting your customer to ‘Yes’

January 9, 2018January 10, 2018 Brendan Walsh

There are many reasons for customers delaying a positive response to your proposal, and you probably won’t know what most of them are! (more…)

Sales HUM

November 11, 2017November 11, 2017 Brendan Walsh

How does your Sales HUM sound?

Ok, your Sales HUM is more a state of mind than a noise, but in our experience it can separate high performers from the rest of the field.

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Winning business from lapsed and lost customers

August 30, 2017May 10, 2018 Brendan Walsh

Sales can be a difficult, lonely place. (sob!!!)

But it is all about contacts, who you know and trust, who trusts you and knows you.

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Some sales skills are transportable…

August 28, 2017August 28, 2017 Brendan Walsh

On Friday night we had the honour and pleasure of being hosted by Air Vice-Marshal Ross Paterson, Air Officer Scotland, at 603 Royal Auxiliary Air Force Squadron Headquarters in Edinburgh, then at the Royal Edinburgh Military Tattoo, and again afterwards at 603 Squadron. I was invited in my capacity of Non-Executive Director of Heroes Drinks Company and I was accompanied by my partner Susan Mallinder.

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Author: Brendan Walsh

Getting Your Sales Prospects to ‘Yes’

Why results are not the most important part of sales

12 Enduring Sales Tips

Think Ahead!

How should we behave at networking events?

Competing with a lower priced, lesser quality competitor

Getting your customer to ‘Yes’

Sales HUM

Winning business from lapsed and lost customers

Some sales skills are transportable…

Hawthorn Business Group