Pay-off: a step by step recipe to take you from ‘learned’ to ‘earned’ Investment: 5 minutes Sign up to weekly posts here You’ve learned something new. You’ve read the book. You attended the course. You’d like to benefit from some of the ideas as you feel a little more enlightened. And then… ..you just get …
Pay-off: Eliminate ‘laziness’ and strengthen your team Investment: >2 minutes Sign up to weekly posts here Think about the lazy people you know. Grrrrr…they’re so annoying aren’t they? Lazing about. Who do they think they are? Except…many of the “lazy” people I know have gone on to become more successful than just about everyone else …
The cost of misunderstanding laziness (and belief in cause) Read More »
Pay-off: Understand your blindspot if you like to be likeable Investment: 30 seconds for the short version, 5 mins for the long Sign up to weekly posts here The short version Should you be likeable to succeed in sales? Well, honestly, is your customer trying to buy your likeability? Ultimately, is their main purpose to …
Pay-off: A short guide to what it’s worth learning next Investment: 4 minutes Sign up to weekly posts here Here’s my top five: How to think (far beyond your default level of thinking) How to learn fast How to identify and solve the right problems How to lead How to sell These, I think, are …
Pay-off: Improved outcomes when talking to people Investment: 4 minutes You may already be familiar with how to pre-empt objections in conversation but do you use this opportunity-creating conversational approach fluently, consistently and successfully? Regardless of your experience, this post should help you open more valuable opportunities in your work and life more consistently, and …
Pay-off: Avoid having to wrestle with objections Investment: 4 minutes There’s lots of advice out there on how to handle sales objections. In my opinion much of it is ineffective or unnecessary and could backfire. Why fight uphill? The way I see it, ‘objections’ aren’t the major problem here. The advice on how to handle …
Pay off: Plenty of ideas to improve how you learn, sell, and learn to sell Investment: up to you, but make it count 😉 I thought a round-up of this years posts so far that people found useful, shared or that led to conversations with me might be useful: For sales / non-sales leaders: 13 …
A bag of non-sales / learning posts that people found useful Read More »
Pay-off: Avoid recruiting BD imposters who like to look good, but won’t deliver Investment: 2.5 minutes Sales / BD leaders: Do your BD people want to be good at BD? Or do they want to appear to be good at BD? Good at BD Do they prioritise their own performance improvement, and remain honest about …
Who in your team wants to appear to be good at BD? Read More »
Pay-off: spot the hidden valuable opportunities Investment: <2 minutes Many people in BD seem to have ‘opportunity planning’ all wrong. Either they don’t do it at all, they don’t do it enough, or they do it and begin to believe that things will go to plan, being unprepared then to deal with unexpected surprises or …
How to spot the sales opportunities behind the opportunities Read More »
Pay-off: one way to help a stubborn anti-sales person learn to sell Investment: <1 min Got someone in your team who vehemently rejects the idea of selling? Invite them to convincingly persuade you to excuse them from such activity. If they succeed: They’re better than you thought. Tell them, “you’re a sales legend in the …
Can’t sell, won’t sell! How to crack the tough nuts who don’t want to sell Read More »
