We all should learn to live with an amount of uncertainty in life that’s only normal. But if you are in a sales slump right now, I know it’s hard emotionally and physically to get back on track. It’s easy to let these feelings of doubt and uncertainty take over as you think about achieving …

Selecting the right metrics may at first glance seem a rudimentary affair. However, research has shown there is, in fact, a great variety when it comes to what the top companies choose to measure and monitor. This is surprising when you consider these companies have decades of sales experience and invest literally millions into their …

Let’s face it most sales meetings are boring. You’re either sitting waiting trying to remember what you’re going to say or finding yourself losing concentration listening to everyone else’s story. If you’re a sales manager, it’s time to stop this madness and make your meetings amazingly valuable for you and everyone on the team. First, …

Over the last month in speaking with several Sales Directors a similar issue keeps coming up. “We have plenty of inquiries coming in, our salespeople are trying to keep up with all the quotations, but despite the level of opportunities we are not winning at the rate we want!” Looking at this in more detail …

Is your team stuck in a sales rut? Doing the same activities day in day out with mediocre results? It’s tempting to just look to hire new people, but what about your existing talent. Can you keep your top performers and develop new ones? Here are five tips to boost retention and develop new sales …

Before you start any sales conversation ask yourself one question: “What’s my intent?” If your intent is to discover how you might be able to add value to this person’s situation, then you’re miles ahead of the herd. Without getting this correct mindset firmly fixed in your thought process you can quickly end up focusing …

How many of us have at one time made an assumption about a person, company or situation that proved completely incorrect? All of us if we are perfectly honest have fallen into this trap at one time or another but…why? Well, do we make assumptions about people we meet in a nano-second? Yes, absolutely we …

I recently heard a sales team complaining about having to keep their sales opportunities up to date. Sure, I get how you feel, like this is wasted time away from actual selling time. “It’s just admin I hate…” But is that the right perspective? No it’s not and here is why. If you don’t know …

Do you find it easy to start new projects but then lose focus, get distracted and drift off course? You’re not alone in feeling that way. Over the last ten years of working with top sales leaders and their teams, I’ve noted it’s their commitment to completion that has been one of the outstanding hallmarks …

“Sorry we already have that sorted by someone else.” or “we don’t have the budget for it now thanks” Ouch. That feeling when this is how the conversation STARTS! If you’re hearing this, maybe it’s Your old methods that are the cause. Sceptical and Time Poor prospects won’t respond if you’re not 100% focused on solving the …