Tag: Communication

If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.

Anyone with the desire to work on themselves and grow personally can learn. It really doesn’t matter where people start, as long as they view sales as a profession and invest the effort necessary to learn and perfect the skills.

Batman or High D’s are not intentionally unkind or rude. Their bark is often worse than his bite. If you respect them and meet their expectations, they will probably do business with you and become a life long client.

On what basis CEOs engage with seller?

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?

Stack the odds in your favour and ensure that your leadership standards are implemented and acted on all the time, without exception.

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.

Hiring the right sales people is incredibly difficult. What defines the right sales person and how do you screen-out those who look good but can't deliver?

You are a rare and highly valuable commodity, exceedingly important to the success of any business. But be careful! The way the sales industry works is subject to change. Today’s sales hero could easily become tomorrow's sales zero.

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.