Podcast

Episode #178: Selling From Your Home Office

Normally we lob up to meet the buyer in their office meeting room. With the buyer and ourselves now working...

Episode #123: The Details Can Derail You

“The Devil Is In The Detail” saying, reflects ancient wisdom about taking careful notice of small things. T...

Episode #21: Seven Key Things At The Start Of Your Presentation

Question: how long does it take you on average to form a first impression of someone? My presentation train...

Episode #177: Selling To Clients In These Covid-19 Times

Covid-19 might actually be good for sales. It might short circuit some of the dumb things salespeople do, w...

Episode #122: How To Cold Call

Cold calling is an unheralded intervention into someone's already packed schedule. They are distracted by t...

Episode #20: What To Do And Not Do In Sales

He slid effortlessly into the chair and before I knew it, he had popped open the oyster shell of his laptop ...

Episode #176: Covid-19 Is Truncating Your Sales Activities, Therefore...

First the agreed purchases were postponed. Then the events were cancelled. Next the sales calls were canne...

Episode #121: The Hard And Soft Of Presenting

It is so easy to become “Johnny One Note” when presenting. We get locked into a modality of voice and body ...

Episode #19: Nine Leadership Lessons For Executives

As the leader are you coaching your people? I mean really coaching them, not giving orders or balling people...

Episode #175: Unprofessional Professional Salespeople

Salespeople in their forties, who have been selling their whole careers are professional salespeople. They ...

Episode #120: Get Your Hustle On

Smart people in sales are a problem. They have expansive brains, intellectual curiousity and strategic dept...

Episode #18: Three Super Fast Ways To Market Yourself When Networking

Meeting new business contacts, expanding personal networks, promoting a reliable, trustworthy “Brand You” ar...

Episode #119: When Selling Timing Is Key

It always astonishes me that many salespeople have very little sense of proper timing to start selling their...

Episode #17: Three Important Things To Focus On In Sales

I subscribe to various sites that send you useful information, uplifting quotes etc. The following morsel p...

Episode #174: Selling Through Others In Japan

We may think we are selling directly to the buyer in japan but often we are not actually dong that. Selling...

Episode #118: Three Absolute Fundamentals for Success

Highly knowledgeable people are often at a big disadvantage in business. They have expertise and experience...

Episode #16: Eight Ways To Deal With Workplace Idiots

Why, why, why isn’t common sense common? We deal with people in our work lives who do dumb things. They ma...

Episode #173: Dealing With Buyers Who Won't Reveal Their Problems

The basics of professional selling requires good questioning skills on the part of the salesperson. We unde...

Episode #117: How You Can Generate Ideas

How to best tap into the idea potential of our work teams? We know that the success of the organisation wil...

Episode #15: Five Steps to Great Storytelling

Best intentions, higher callings, righteousness – all good stuff but without good communication, our efforts...