3 Sales Call Tips

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Making sales calls, whether that was over the phone or face to face, was a big part of some of my early roles in the financial services sector. The following tips were ones I found particularly helpful and that seem to have stood the test of time. But have they or am I out of […]

Public Workshop: Strategic Selling

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Strategic Selling® helps organizations and individuals develop comprehensive strategies to win sales opportunities. Participants develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer’s organization. Strategic Selling® provides visibility into sales opportunities, documenting plans with the program’s Blue Sheet. This involves first identifying all key players in the […]

How to Accelerate Sales

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Every sales organization wants more sales and quicker results, but how do we accelerate sales? In an ideal world, we’d have prospects continually contact us, they’d become customers, they’d provide referrals, and revenues would accelerate and increase accordingly. The thing is, we don’t live in an ideal world, so as sales professionals, we have to […]

Presenting to Prospects

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My wife wanted to buy a new phone. The assistant explained that there were three models available on her upgrade plan, pointed at the one he thought was best and said, “So, this one has the Super Retina HD on a 5.8-inch all-screen OLED Multi-Touch HDR display. It has wide color, true tone display which gives […]

How To Maximize Sales Revenue

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Increasing sales is usually the number one focus of business managers, but at a time when sales targets are becoming more and more challenging, customers are becoming more and more sophisticated, and demanding greater and greater value from supply partners, sales people are often being challenged by their Line Managers to ‘maximize sales revenues’, but […]

How To Retain Customers

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The average business loses around 20 percent of its customers annually for the simple reason they fail to attend to customer relationships (marketingwizdom.com). I’ve been an Account Manager and Director for the majority of my working life. Throughout that time, two issues have been at the forefront of my thinking. One, ‘how do we make […]

Why I Love Selling… Part 2

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Hi John! You recently posted a video explaining why you love selling. How did you get into the sales profession? I transitioned from an Operations based role to a Sales based role quite early in my career. It wasn’t necessarily a conscious effort to move, but when my previous operations role was carried out, my […]

Why I Love Selling…

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Hi Matt! You recently posted a video (below) explaining why you love selling. How did you get into the sales profession? I suppose it goes back to when I worked in banking in the 80s and 90s and changes in that industry meant that we were all going to have to learn how to sell. […]