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July 22, 2018


Pick 4 or 5 deals at each stage of your funnel and progress them this week. Not just follow up but progress.

Let's get out there.

July 4, 2018

People always want a silver bullet to selling more. Here's my number 1 piece of advice. Be empathetic.

June 25, 2018

Chatting to a colleague this morning, he was talking about a change programme he is working on and was showing me the various persona groups of stakeholders.  One persona group he has identified is the “Beach Boys”.  These are the ‘wouldn’t it be nice’ people…

As s...

February 11, 2018

Stop sending proposals that don't lead to sales!

December 4, 2017

This is an except from a blog by Ian Altman - it is just too good to not share.

What If It Actually Is About Price?

I’m covering this section just to be polite. I promise that it is almost never about price. But, if it is, here is what probably went wrong. You jumped to...

November 23, 2017

I always get asked about price.  How do I handle the 'how much is it question'. 

There are many ways, some of which I will cover in later blogs, but this post from Seth Godin is worth a read, and a re-read.  He nails the thinking that should go behind what you are...

November 21, 2017

We all know first impressions count.  Experts, and our own experiences, tell us a key to landing the deal is having and demonstrating genuine empathy for your clients. Yet many sales people don’t complete one simple task that can demonstrate empathy. 

It’s a no bra...

August 29, 2017

Follow-up notes are a massively underused and undervalued sales tool.  A good follow-up note will set you apart from your competitors.  Many CIO and CEO’s have told me that they are astounded by the number of sales people who don’t take notes, and don’t send follow-up...

March 9, 2017

It was a genuine "ah-ha" moment for me.

"Dave," my colleague began, "the customer is the prize, not the competition."  

That one sentence forever changed my approach to selling.

It was 2000 and the company I was working for was implementing Altify's TAS (Targeted Account...

December 15, 2016

Doing something is always a good start. But don't keep throwing mud at the walls. Be better than that by taking action, listening for feedback, then adjusting your actions.

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July 22, 2018

November 23, 2017

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