Nigel Edelshain

I’ve started a new sales project, and I need some quick wins to show my clients that they made the right decision. If you’ve ever started a new … [Read more...] about Finding Quick Wins in a Haystack

For most companies finding new business is hard. So many things must fall into place to find a new client. ​The research suggests that about 5% of … [Read more...] about Why make it any harder?

Your potential clients are inundated by emails, unsolicited messages on social media and cold calls. They have become better than ever at ignoring … [Read more...] about What conferences are really for

Sales is not getting any easier. Buyers have become even better at screening out salespeople. When the Internet arrived, buyers’ need to speak to a … [Read more...] about Relationships will be critical in the AI age

In my last two posts (this one and this one) I described a framework for progressing larger sales opportunities that I have had a lot of success with. … [Read more...] about Cover the bases…or you’re out!

Getting in the door is getting harder and harder, so making the most of every time you do get through the door is becoming more and more … [Read more...] about No coach can mean no deal