Thought Leadership

Leads Are The Lifeblood Of Sales

Marketing plays a key role in generating leads.  They are trying to maximise the accuracy of the segmentation ...

Be Responsible For Yourself In Business

There are billions being spent in the beauty business, the weight loss, fashion and entertainment worlds.  The...

Salespeople Need to Have Self-Awareness

Listen well enough to the client’s needs.  They miss the key cues, misunderstand the problem, can’t override t...

Audit Our Salespeople Expectations

Really Understand Your Expectations Of Your Sales Team   We hire people and they don’t perform as we expe...

How To Professionally Present Products

Selling dull stuff is, well, dull.  We are supposed to be enthused about our widget but what if it doesn’t gen...

Build Your Sales Bridges

The sales process is a process with different phases and stages.  The skilled salesperson knows how to navigat...

Sales And Your Mindset

In sales we can defeat ourselves, because our way of thinking isn’t positive enough.  Consequently, we don’t c...

Always Be Selling

We rush about chasing deals.  We nail one down and race off hunting for the next one.  Sometimes we need to sw...

Dress For Presentation Success

There is an old saying about lies, damn lies and statistics.  An often misquoted statistic in the presenting w...

Entrepreneur Top Requirements

There are many things which impact an entrepreneurs success.   Usually, when we think about how to succee...

Nemawashi Is A Key Skill In Japan

Understanding the basics of Japanese business requires we have to know about nemawashi and what it means for u...

Why There Are Few Sale's Case Studies In Japan

All of the sales text books tell us, use case studies with clients who have been successful, to sell the next ...

Adrenaline And Leaders

The brain when triggered by fight or flight impulses, releases adrenalin into the larger muscle groups.  It al...

Don't Snatch Defeat from Victory in Sales

Sales is easy if you know what you are doing.  It is a flow, where each step intersects with the previous one ...

Sales Objections, Welcome

Getting an objection from a buyer is a joy. Getting nothing is a pain. At least when they object, they are dis...

Basics Are Everything

The sale waits for no man. Either you make that sale or your competitor does. If it is a non-starter then star...

Cut the Excuses Baby

“I would be able to sell a lot more except for all the extraneous, external factors over which I have zero con...

The Easy Way Of Selling

The object of a sale is to exchange a good or a service for money. The degree to which that money can exceed t...

Stand For Your Beliefs

Proof, data, evidence, facts alone are not enough in selling.  The first thing a buyer buys is us.  We have t...

Sales And Showmanship

Tricky area in sales, showmanship.  The word has a certain odor about it that reeks of fake, duplicity, con ga...