A salespersons’ biggest competitor today is not the business down the road or the salesperson sitting in his Porsche around the corner – it is a little word called ‘MAYBE’. The status quo is what most salespeople today are grappling with and that means change, on so many levels. Your prospects or existing customers may

I am so bored with hearing the same old mantra ‘Sell them what they want and give them what they need’. What does that mean? I know what it means but you never get to hear the rest of the equation, so I thought I would share a few extra thoughts with you here. How

If you can’t measure it, you can’t manage it. How would it be if a pilot flying the next plane you boarded had no dials or instruments. People in general resist any form of measurement and so do salespeople. Especially when they feel it is a ‘checking up on me’ strategy. So which category do

All of us have something to sell. Robert Louis Stevenson quoted all those years ago “Everyone lives by selling something” whether it is an idea, selling ourselves on a relationship, a skill, a job or recognising our own talents – we are all selling. Everyone is a salesperson, everyone has meaningful conversations with other people

From a global and industry perspective all the way to a local and individual perspective there are four spheres of sales awareness. The salesperson who can create meaningful conversations at each level will take pride of place at the relationship table with any customer and be perceived as a trusted advisor. This is an area

Calibration involves measuring the relation between the output and the value of the input. Coming from the printing industry, the need to calibrate the hardware and software was crucial for quality results. The same is with our customers. We need to always ensure that the communication, information and relationship is calibrated so that we are

It’s ironic, as the very thing that makes a salesperson great, can eventually become their greatest weakness. There may be times where it may be more beneficial to not just add more strengths, skills and talent but actually lose something in order to rebuild and accelerate results. A salesperson may be so intent on building

And now for a little something to lighten up the responsibilty of achieving end of year sales targets… What do 21st century, professional B2B salespeople have in common with the oldest profession in the world? The answer is … more than you think! Your clients want more than a product from you – they want

Some words are plain heavy and other words are literally light. All words have poundage especially when you become aware that the words you use are what you will, in reality, experience. Sound a bit ‘out there?’. Not really. For example, if you were to continually refer to yourself, let’s say for argument’s sake, as