Pay-off: learn 3 ‘ABC’ frameworks – the last of which is perhaps your most important sales framework to keep in mind Investment: 2 mins This post follows on from last week’s post on “The 100m learning sprint (towards winning your next sale)” Once you’ve defined the sprint, you can begin to look at how you’ll …
The essential and only ABC of selling you’ll ever need Read More »
Pay-off: understand the costly problem, find the fix Investment: 4 minutes Last week we looked at two types of people who might appear to be good at sales, but who might not be good enough at sales to survive long term. The point of my post was to urge those people to purposefully develop their …
8 types of people whose sales ability could seriously cost them (part 2) Read More »
Please share this with anyone responsible for BD performance in your organisation, or anyone responsible for graduate development Pay-off: you’ll start at the right place at the right time and your business will have an important competitive edge Investment: 2 mins When’s the right time for your younger professionals in your organisation to start learning …
13 reasons why your young professionals should build BD capabilities right now Read More »
Pay-off: identify more sales opportunities Investment: 5 mins Many sales people say to me that they just don’t know the best questions to ask their clients. Let’s start turning that around right now… The best? My first reaction to that statement is usually, “why do you need the best?” They almost always reply along the …
Pay-off: You might genuinely laugh out loud. And become more influential.Investment: 5 mins I’ve possibly just written the worst title to what could be the best ever blog post. It could be. You’ll never know unless you read it. Before explaining why I’ve written such a subjective, vague and utterly ridiculous title, let me just …
Pay-off: a simple way to set up a solid win:win relationship when selling Investment: < 5 mins Yep, some buyers are as dodgy as hell. What you’ve never lied to a sales person? Are you sure? Buyers lie Buyers sometimes lie. Because they were taught to lie. To protect themselves from self-serving manipulative sales people. …
How to protect yourself from untrustworthy buyers Read More »
Pay-off: begins to fix one of the major challenges technical and non-sales people face Investment: < 3 mins Technical people and those working in professional services are often smart. And they know it. In fact, in my experience working with smarter than average people, there’s often competition over who’s got the biggest ego and who’s …
