One of the key challenges for sales organisations is to identify something that differentiates their organisation, their solution or their product from their competitors. More often than not, their fo

When reviewing sales team performance, it is fascinating how the team continues to achieve outcomes within +/- 5%-10% of their quota, year in and year out. It is almost like there is an inbuilt thermo

Organisations are constantly looking for new and innovative ways to grab the attention of their ideal customer - with many of them still focused on leading with their product or service. Customers are

When the words 'ethics' and 'sales' are used in the same sentence, many people scoff at the suggestion. Even though sales is one of the oldest professions on the planet, there is still somewhat of a s

When it comes to building & running sustainably successful sales teams, often Sales Leaders run by 'gut instinct' and do not apply a huge amount of science to the recruitment or onboarding process. So

When working with sales leaders and their teams, I often share with them that we are all on a Hero's Journey, and each of us are at different stages. We all have to deal with challenges, setbacks and

If there is one area that Sales Leaders can improve on in order to drive more exceptional performance, it is in the art of negotiation. Many sales leaders take the position of creating win-win outcome

If there is one thing that is certain in 2024 and beyond, it is that AI will continue to play a big role in our daily lives. This is especially true in sales. The expectations that customers have cont

When looking at the most influential people on the planet, irrespective of their vocation, one thing they have in common is their ability to communicate a powerful message. Many of them appear to do t

For many sales leaders, they dedicate so much time, effort and attention to the here and now, driving exceptionally high standards, creating a high performance environment & delivering results, that t