When working with sales leaders and their teams, I often share with them the important message around creating and maintaining a terrific reputation, both from a company perspective, and especially fr

Business owners, organisations, sales leaders, and sales people all share one common challenge - finding effective ways to gain access to their ideal future customer and then determining how to provid

In B2B sales, many sales people love to be part of the big complex deals, the ones that often have a great deal of prestige and status attached to them, because, more often than not, they include icon

I firmly believe that sales is one of the most fulfilling and satisfying careers available, and yet, when speaking with sales people, I often hear them describe their role as Customer Success Manager,

When it comes to marketing, many organisations adopt the 'hope and pray' strategy, where they throw a heap of information into the marketplace hoping some of it will stick. And when the sales team is

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