“I’m a sales management consultant,” I explained to passport control

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“I’m a sales management consultant,” I explained to passport control

This week my sales management consulting company turned 6 years old. It was a milestone day for me and my team and it gave me pause[..]

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4 simple steps to understanding enterprise sales

Enterprise sales is the term used to describe selling a high-end product or service to large or complex businesses. These sales[..]

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How to become a sales superhero

So you want to be a great salesperson, a truly great salesperson? Do you really want it? Good, you’re halfway there. The other half[..]

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Could empathy be the B2B key?

'Fake it til you make it' is a mantra most people in business understand and one many of us have used as the cornerstone of our[..]

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Sales and the art of storytelling

In our media saturated world, cutting a path through the forest of fake news and content clutter can be a herculean task. Even now,[..]

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So you want to meet the C-suite?

I interviewed a customer recently, as part of a workshop I was running for a client in the technology industry. One topic they[..]

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5 simple sales strategies for 2017

Optimising sales is the single biggest priority for sales managers and sales reps in most businesses around the world. Truth be[..]

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Want to close more sales? Follow these 3 simple tips …

B2B sales isn’t like a factory assembly line. While some elements of repetition may exist in sales, no customer or prospect in the[..]

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What was sales really like in the 'good old days'?

A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the[..]

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