Should sales people focus on email or phone calls? The answer to this really depends on the nature of your business and what your...

I imagine most sales people you meet would outwardly claim to be confident in connecting and presenting to senior executives. However I...

An article appeared in the Harvard Business Review publication earlier this year entitled: Sensemaking for Sales -...

What is a discovery call? A discovery call is a conversation with a prospect, after they show initial interest in your product, to get to...

Marketing informs and attracts prospects to your company or products and services. Sales, on the other hand, works directly with...

Many marketers will invest a large proportion of their time developing key messaging to help put their products in the best light and...

While many sales people will be given a sales target, market and account list to sell to - not all do. And even if you do, a key sales...

Anyone with a background in sales is probably familiar with the Pareto Principle, also known as the 80/20 Rule. In 1906, Vilfredo Pareto...

Just to be clear when I say purpose here I am not talking about a focus in your work I am talking more of the environmental, social, ...

The idea for this article came for an article in the Harvard Business Review - yes HBR is a good read for sales people too. (Link at the...

A topic that everyone seems to be talking about, one of those trendy topics I think that everyone seems to be in agreement on - that...

What is the benefit of upselling or cross selling? The logic is that it is easier to sell to an existing client than a new one. The...

This is a short blog post as I think there is an excellent article covering this from Scott Barker a while ago at Sales Hacker - link...

I had Jason Cutter on the podcast show not long ago, author of "Selling with Authentic Persuasion." - https://www.authenticpersuasion.com...

There are a lot of negatives about receiving RPF's but in my view it's better to receive one than not. I am always excited when I receive...

Many people consider the whole grail, especially in these difficult times, is getting the "all important meeting". Which has lost some...

Not so easy to do, which is why people pay for "qualified " sales leads. Others though claim it is easy to do - you just need to have the...

I read any interesting article about this recently, a very useful article that gave me lots of good ideas...but...it did get me thinking...

Obviously better to start defining what we mean by difficult times, some sales people may regard Friday afternoons as difficult times....

The starting point for this discussion is an interesting blog post from Anthony Iannarino who talks about the tendency of many sales...