More firms than you would ever imagine both small, medium and larger organisations, still have little or no visibility and control over their sales revenue. They often fall into two camps, either they have no CRM system at all and rely on a myriad of spread sheets and disparate reports to attempt to manage the …

I know it’s shocking but training your salespeople won’t get you the peak performance results you want. Today smart companies across the globe are waking up to an important fact. They must invest in and empower their sales managers if they want to achieve maximum performance. We must stop the erroneous idea that promoting good …

I was asked last week by a senior sales manager why two of his top performers results had dropped in recent months. So, I’d like to share three key reasons this can happen. Top performers are often first to be neglected. We assume they are feeling great and will automatically continue producing high-level results. This …

Language is powerful, using it skilfully you will control and influence the discussion, which influences the relationship and ultimately the business results. There’s a direct link between these three elements. If you’re in a sales, then language is the primary tool of your trade. Therefore, you need to continually improve your use of this vital …

Discover the fundamental reason clients just won’t say Yes Many sales and business professionals wonder why after having a seemingly productive meeting they meet resistance to their proposals and a lack of enthusiasm to commit to taking things forward from their prospective client. One fundamental reason is that your prospective client does not see how …

I’m often asked by sales leaders, “How can we quickly and easily increase our sales?” One question worth exploring is… Where we can add more value to our existing clients? This seems overly simplistic, right? Well ask yourself honesty, how many of your existing clients use or even know about all of your products or …

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 …

We’re all facing the economic winds of change and in sales that means we need to change fast too! Whilst nearly every media agency is focusing on a pending recession, what will be your focus? The same wind blows to us all…but how will you set your sails, that’s up to you. Instead of letting …

The truth is we all like to think we have a complete perspective on our situation. But in the immortal words of Socrates the reality is “you don’t know what you don’t know”. This was brought home to me recently whilst motorway driving and about to change lane when I very nearly hit an overtaking …

THE CHALLENGE – As covid restrictions ease and more in person meetings are finally possible, are you feeling the pressure of customer expectations set during the pandemic? Over the last 18 months you’ve been at your desk and able to provide rapid email and telephone responses to client requests. If you are now back on …