Process & Methods

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…

Seven Questions To Help Plan Your First Executive Sales Meeting

Seven Questions To Help Plan Your First Executive Sales Meeting

You’ve finally scheduled that meeting you’ve been trying to get with a high level executive in one of your biggest target…

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…

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…

7 easy steps to create an effective customer focused value proposition

7 easy steps to create an effective customer focused value proposition

Value propositions are notoriously difficult to craft, particularly in B2B. If you Google “value proposition” you’ll see a vast range…

How Top Salespeople Have Perfected Asking For The Order

How Top Salespeople Have Perfected Asking For The Order

I remember hearing someone say once ‘Bernadette, the answer is always no, unless you ask’ and I have always remembered…

Leads are the Raw Materials of Selling – Manage Them!

Leads are the Raw Materials of Selling – Manage Them!

There is a quote in business that has been attributed to many people over the years…“Nothing happens until someone sells…

Cold Calling Again At 50, You’re Kidding Right?

Cold Calling Again At 50, You’re Kidding Right?

                               By Cian McLoughlin (adapted from…

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