Hear:Say:Do

Focus. 

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

https://youtu.be/vfXVEjmZ8B0

Let's get out there.

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

https://youtu.be/4ypdMeSWKjE

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...

Stop sending proposals that don't lead to sales!

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...

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...

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...