Just about every sales person on the planet is looking for a way to differentiate themselves from their competition, and for the most part, they look for product or service differentiation. Not nearly

When it comes to selling in the B2B marketplace, not only can selling become quite complex, it also requires involvement and buy-in from multiple stakeholders in the selling organisation. Whilst the s

I love asking teams, especially sales teams about their perceptions of sales. Many of them, especially those not directly involved in a sales role, often have less than savoury things to say about sal

Its amazing when talking with sales people, the number who share with me that they are so conditioned by their Sales Manager &/or business to not make mistakes, they rarely take a chance. Often th

If you have been in sales for any length of time, you would appreciate that whilst it can be a very fulfilling and lucrative career, it is not easy, and it can present numerous challenges. It is there

Every organisation relies on sales for its success, however, many organisations utilise the 'hope & pray' strategy, where they implement a marketing or sales campaign, throw as much 'mud at the wall'

What is the key to success? Many people ask that question, and there are a multitude of different answers. From being in the right place at the right time, to having a 'killer' product or service, or

I am a big fan of the Hero's Journey, and have come to understand that every single one of us are on our own Hero's Journey and will be at different stages. In today's episode, I have the absolute ple

Confucius said The person who chases 2 rabbits, catches neither. This is so applicable to sales and sales leadership - are you & your team guilty of chasing too many rabbits at once? Perhaps it is p

When we look across the vast majority of organisations in the B2B space that run sales teams, they all tend to follow the same formula - attract sales people with incentives of large OTE's, with unlim