Andy Coughlin

I’ve got someone in my wider network who only called me every couple of years when they were looking for their next job... more

Jun 12, 2015 12:00 AM Sales Technique

Most sales proposals quite rightly focus on the company’s strengths. But is it ever right to acknowledge areas where the customer may have concerns? more

May 18, 2015 12:00 AM Sales Technique

I hear account managers complaining that they can’t get high up enough in their accounts. Or that they are fobbed off and end up dealing with more junior people... more

Apr 20, 2015 12:00 AM Sales Technique

Monetising or ‘dollarising’ the value for what you have to offer is so important. It sets out in a clear way why the customer will benefit from spending money with you. more

Mar 2, 2015 12:00 AM Sales Technique

Hands up everyone who has relied too much on a single contact at a key customer? Only then to find yourself high and dry when that person leaves, or moves to a new role. We’ve all done it. more

Jan 26, 2015 12:00 AM Sales Technique

For businesses in some sectors, selling to and buying from friends is the norm. The phrase ‘mates rates’ applies in most practical trades and professions from plumbing to the law. But what about the rest of us? more

Dec 1, 2014 12:00 AM Opinions

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