Process & Method

The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.

Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?

After 10 years in running EVENTS, Trade Shows and Entertainment, people always said the same thing to me, that the networking was the best part of the event, it didn't matter how much technology or free drinks we put on, business people always love to chat.

Recently I found that there has been a change in the way many are approaching 'LinkedIn'. Have you noticed it? It's like a disease — mindless, endless connection requests of no value.

Strategic selling is about engaging early at the most senior levels and some of these tips can help in that regard. If you're late to the dance, many of these ideas may spark ideas to execute before choosing to simply qualify-out.

Sales scripting is basically the process of transcribing your sales call – from questions and jokes, through to stories and how you close the sale. A carefully crafted sales script allows you to take control of the sales process – and this means far less is left to chance.

Scientific evidence shows that one of the best ways for humans to connect, to transfer knowledge or embed new ideas is through the medium of storytelling.

Every sales person must personally 'own' and masterfully execute these 3 things if they are to succeed in high-value, or any form of business-to-business, selling - The Right Narrative, The Right Combinations and The Right Mindset.

Calling is the top skill you should be developing to gain an edge, not just for prospecting and landing meetings with C-Level decision makers, but at every stage of the funnel.

Despite customers indicating they’re happy to help, the majority of salespeople are not turning that willingness into actual referrals. And customers aren’t the only people in our lives that would help us, if we were better at asking for help and staying top of mind.