Thought Leadership

You Need Pain In Sales

When you contemplate this title you are probably thinking about heroic sales efforts, massive privations, sacr...

Really Sad Questions From Salespeople

Three woeful contributions from salespeople include "we have this widget", "you should have it?" and "we can d...

Defending Your Price

Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone else...

Sales Skills Or Boozing Skills

A LinkedIn post I read recorded how an American sales guy got off the booze and the client entertainment rat r...

Pushy Or Prescient

Pushy salespeople are very, very annoying. They try to bug you into buying and we really don’t like it. We may...

Getting To Great Ideas

We find it frustrating when we have good ideas or suggestions but all we receive is rejection or even worse cr...

The Influencer's Secret Playbook

Don’t think of a pink elephant. Did you think of one when you read that sentence? It shows how easily we can w...

Follow Up Sales Hell

Time is of the essence. Patience is a virtue. Worthy aims but sometimes we mix these aspirations up in sales. ...

Real World Business Negotiating

We have many images of negotiation thanks to the media. It could be movie scenes of tough negotiators or repo...

Don’t Work For Idiots In Sales

Bullying, humiliation, ridiculous stretch targets, rubbish goods, stress, shame – a toxic cocktail often suffe...

Chasing Buyer “No” Replies

Everyone hates to be rejected, but not many people have this as a fundamental aspect of their work. We ask co...

Self Delusion Has No Place In The Sales World

Sales is one of the few things in business you can measure accurately and immediately.  Are you getting greate...

Don’t Pitch

Stony motherless silence unleavened by a stony face. That was the reaction to my questions from this first Ja...

Close That Sale

You would think that asking for the order would be the simplest thing in a sales job. Not the case here in Ja...

Stickability Needed

Japanese language has lots of insightful sayings and “mikka bozu” or only lasting as a priest for three days i...

We Buy Benefits Not Features

Japan loves data and detail. All good, but it can be a trap when you are here trying to make sales in Japan. ...

You Don't Need To sell From Stage

The organisers of public presentations are usually not very happy for the presenter to start flogging their co...

The Stress Of Sales

When we are under stress our concentration and productivity levels are much lower than normal. Sales has to b...

Incentivising Salespeople

Life is full of various rhythms and flows. We have a set piece most mornings. Arise, eat, get ready for work, ...

Sales Objection Handling Mastery

Brain fog can hit salespeople when they hear a buying objection from the client.  As soon as they recover, the...