what is sales (and why “sales” is the wrong word for it)?
You have to sell as part of your job but you hate the word. Use these words instead. Much better.
How to get past Gatekeepers!
This is for you if you struggle to get past the Gatekeeper when calling for decision makers
How to get through to a decision maker – plain and simple!
Most of us struggle to speak to decision makers who don't what to speak to us. This is how to get their attention and stand half a chance of having your call put through.
3 Simple ways to stand out from the competition
Use these 3 "easy cheats" to help differentiate yourself from the competition.
How to hunt more new clients when you have no time
Many of us struggle to find the time to do those new business calls. In this post find out why this is and how you can avoid it.
12 Things NOT To Do On LinkedIn
We all know that LinkedIn is an enormously powerful business tool that has now matured away from its “online CV” origins but are there any obvious bear-traps the hapless user can fall into? Yes, there are and here’s 12 of the most likely. What not to do on LinkedIn 1) [...]
The Top 3 Reasons Why CRM Implementations Fail
One sure sign that a sales team cannot be serious about winning new business is their lack of commitment to a credible CRM system. In other words they're not depending on CRM in the same way they depend upon email or Word. The acid test is this. "if you removed CRM from the firm would [...]
Having No Regrets: Buy Expertise When You Need It
I vividly recall having a discussion at school with Mr Orme, one of my very favourite teachers ever, on the subject of regret. He had been with the Eighth Army in North Africa during world war two and suddenly found himself in Cairo with some free time. Now I love history especially ancient Egyptian history so I [...]
Would you benefit from having a mentor?
Is it really worth having a mentor? Short answer is yes, but here's a slightly longer one. My first mentor was Mike Sparkes who started as my agent when I was freelance but ended up my friend and business partner before his untimely death aged 38. During the time I knew him this [...]
The Top 10 TED Talks You Simply HAVE To Watch…..
TED: Technology, Entertainment and Design. Better than the telly! So here they are; my top 10 TED videos (actually there are 11 of them and counting) and the reasons why you should check them out. Just on the off-chance that you don't know what TED is it's like YouTube for grown ups where [...]