Are you making these mistakes in selling? Imagine the scene.  Your new prospect is talk, talk, talking.  And you’ve heard it all before. ...

It is essential for businesses to train their people in the skills required to do their jobs. This particularly applies to salespeople.

Aggressive salespeople will rarely be successful as the main objective for salespeople should be to build relationships with their clients.

Hitting targets – Is this the responsibility of the salesperson or the Sales Manager?

Sales coaching refers to the training, tools, resources, and support Sales Managers and Coaches give to sales teams.

I recently saw a quote by Andy Bounds saying that that salespeople choose to “Show up and throw up”, meaning that they talk themselves...

A frustrating thing happened to me on my way home from Romania on March 9th… …I had been working with my client smrtStudio Global Inc /...

In businesses that don’t have a sales team, the responsibility for sales activity will fall on somebody else’s shoulders. Could be the...

83 out of 100 B2B Decision Makers think salespeople are unprepared. What a damning statistic for our industry.

Your job, should you choose to accept it, is to ask sufficient in-depth, needs-oriented questions, that fully uncover your customers’ needs.

We all think we’re good listeners, but in truth very few of us actually are. Getting in the zone when listening to your customers is vitall

Sales gets a bad wrap, most people don’t trust us. Why is that? Here a few tips: Don’t come across as a salesperson and don’t try to sell...

We regularly hear salespeople say that they’re having difficulty converting prospects to customers. Sales can be a complex process, so it’s

In business we seem to spend most of our time focussing on results which, by their nature, are historical and backward looking.

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...

Over Christmas we spent 3 days at Halls Gap in the Geriward mountains (Grampians) in Western Victoria, about 3 hours drive from...

"Building fruitful and lasting relationships starts with abandoning the conventional 'me' -based thoughts that are so prevalent in the...

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...

There are many reasons for customers delaying a positive response to your proposal, and you probably won't know what most of them are!...

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...