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How Not To Make a Cold Call?

Cold calls – let’s face it most people don’t like them. They can seem pushy and they’re often inconvenient.  In case you’ve been living off the grid and don’t know what we’re talking about… a cold call is a phone call from a company or business you don’t know, who [...]

4 Steps to writing a sales territory plan

If you’re going to rule your sales territory, you’re going to have to put in a lot of work! But the last thing you want to do is put in all of that work and get nothing out of it at the end. That’s why it’s crucial to write up [...]

50% of salespeople fail to achieve their targets!

A Harvard business review article, published in July-August 1964 by David Mayer and Herbert Greenberg, stated that “A very high proportion of those engaged in selling cannot sell! Today fifty-three years later, business leaders continue to be faced with similar challenges, an expensive resource of sales professional who are [...]

Happy New Year!

The new year is here and everything that brings... festivities, hopes, dreams, new starts but also doubt, fears and worries... What will the economy bring? What political upheaval might arise? What will the markets do? How will global trade impact your business? And on and on... And despite the soothing [...]

Where has all the fun gone?

After almost twenty-five years in retail sales I think it’s fair for me to say I remember the "good days", a time when the job was fun, we enjoyed the interaction with customers and the excitement when a deal was done. I look around at all the young faces in [...]

How to ask the right post-sale questions

You came so close, you thought you had this sale in the bag! But then when the fateful moment came, and you found out that this one got away… It’s a tough loss to take, but the real loss will be if you don’t find out what happened! Whether you [...]

Love Hate Relationship

I’ve recently watched an online video from a thought leader in his field talking about sales. As a self-made multi-millionaire, he shoots from the hip and is always forthcoming and to the point with his opinions. It was his comments on sales people which have led to me writing this blog. [...]