Back in 2005 when I was Managing Director for an international software company, I developed a simple framework for transforming sales. The results … [Read more...] about Sales Management Advice for CEOs
How To Manage Stress
Professional selling is one of the most stressful careers a person can choose. There is fierce competition and endless pressure to deliver. You’re … [Read more...] about How To Manage Stress
The Future of B2B Selling is Contextualised Technologies
As Morpheus said in The Matrix, “I imagine that right now, you're feeling a bit like Alice. Hmm? Tumbling down the rabbit hole?” Technology is … [Read more...] about The Future of B2B Selling is Contextualised Technologies
Only The Customer is Qualified To Define Value
The market determines price and only the customer is qualified to assess value for money. Everything we sell must help customers improve revenue … [Read more...] about Only The Customer is Qualified To Define Value
Law of Delegation Magnified By Social
We are delegated down to people we sound like. This is an immutable law of selling and if we are to engage at the highest levels we must talk the … [Read more...] about Law of Delegation Magnified By Social
Re-gift Some Prospects This Christmas
Come on, admit it – you’re guilty of re-gifting and it haunts you every time you see the person who gave you the gift you secretly rejected. But what … [Read more...] about Re-gift Some Prospects This Christmas
