“Price is what you pay. Value is what you get.” Warren Buffet In any typical sales meeting or performance review, it is usually that person suffering from falling sales figures who truly believes that
Despite appearing almost interchangeable on many Instagram memes, there is more than a subtle difference between “inspiration” and “motivation” Inspiration comes from within. The word “inspiration” itself is derived from “in spirit” When I
Do you make “Practice” part of your sales process? How many of you spend time in ‘rehearsal’ preparing questions, answers, eventualities and outcomes for those big sales presentations? In fact, not just those big presentations
“Sponsorship is the future of business” Jackie Fast, Pinpoint: How challenging the norm is the only route to success in selling sponsorship. Only someone who has successfully navigated the choppy (and occasionally murky) waters
The deadline for the revisions to the 1998 Data Protection Act is fast approaching and whilst it may have been on the agenda for most businesses over the last 6 months, there are still
“The goal of business should not be to do business with anyone who simply wants what you have. It should be to focus on the people who believe what you believe. When we are
One of the most popular guests returned to the podcast this week – I have had the pleasure of Damian Hughes on the show, twice before and this time he returns with another book almost
The biggest challenge facing sales teams, in my opinion, comes from within. Market forces, economic downturn, increased competition, technology all play their part in putting obstacles in the mind of the sales person and
Charles Bukowski is one of my favourite Americans – alive or dead. The fact that he was born in Germany is just mere detail and anyway, America could do with a few heroes. A famous
7 Steps to wining in telephone sales “Every sale has 5 basic obstacles: no need, no money, no hurry, no desire, no trust.” Zig Ziglar Telephone selling isn’t for everyone. Some businesses see it