My Skills

The Terrifying Truth about your Prospects

The Terrifying Truth about your Prospects

(This article originally appeared as a guest blog on Frontline Selling’s blog in March 2017 here. It also appeared on…

How to cold call the CEO (not the minions)

How to cold call the CEO (not the minions)

Marketing experts, particularly those with a vested interest in selling digital marketing products, have been predicting the death of cold…

What should you do when your client asks you for a discount?

What should you do when your client asks you for a discount?

You’ve got this great client. Let’s call him Phil. You’ve been working together for years, and you think the relationship…

The Big (Sales) Short

The Big (Sales) Short

The most gobsmacking aspect of “The Big Short”, Michael Lewis’ brilliant book and the resulting  (and highly recommended) movie detailing…

Why Do We Sell?

Why Do We Sell?

  Is it a question you have ever explored? If you’ve ever watched the video ‘Start With Why‘ authored by…

7 Deadly Sins of Sales

7 Deadly Sins of Sales

To be successful, salespeople need a healthy dose of both ego and empathy. Ego to pick yourself up after the…

The Challenge with Challenger Selling

The Challenge with Challenger Selling

  I’d love to play at Wimbledon, or at least I would have 30 years ago, even if I would…

Yo-Yo Prospecting

Yo-Yo Prospecting

  We’ve all heard of Yo Yo Dieting. You realise you’ve put on more weight than you want. You starve…

Sales Tools

Are CRMs Putting Our People Last ?
  First a caveat: It have nothing against technology, in fact, I am a big f... More
The Sue and Barry Story [VIDEO]
A story of personal development, personal branding and sales success. We are all... More