Brian Stahlhut Christiansen


Successful sales work usually ends with negotiations regarding details, conditions, and – sometimes – price... more

May 16, 2016 9:30 AM Sales Technique

Sellers usually have a demanding job that involves rejection and resistance on a daily basis. This means that a successful seller... more

Apr 18, 2016 9:30 AM Sales Technique

In many of our projects for sales development, one of the most significant challenges is making the entire sales organisation to want not only the development but also the change demanded by the development. more

Mar 14, 2016 9:30 AM Leadership & Coaching

You can see that more than 92% of people give up without ever establishing contact with decision-makers... more

Feb 22, 2016 10:00 AM Sales Technique

One model that is often used for goal setting is S.M.A.R.T. more

Jan 18, 2016 12:00 AM Sales Technique

At the first meeting, you present your company and explain how you operate and accommodate customer needs and expectations... more

Dec 15, 2015 12:00 AM Sales Technique

Put aside some time to answer the following 20 questions – your answers will provide solid, realistic, and effective ways of increasing turnover right now... more

Nov 23, 2015 12:00 AM Sales Technique

In some sales organisations, a vast range of resources are used up writing offers, yet the conversion rate from offer to order is so low that the company can be called a “offer-producing company.” more

Oct 26, 2015 12:00 AM Sales Technique 1 Comments

Part of my work is courses and talks for salespeople. And when I ask the sales director which competences to focus on during the course more

Sep 21, 2015 12:00 AM Sales Technique

I really enjoyed the Wolf of Wall Street, but now I see people sharing the movie and the characters as role models for sales people. However, I think you can learn a lot about what not to do from the movie. more

Aug 24, 2015 12:30 PM Sales Technique

You can learn a lot from taxi drivers. I once rode with a young guy who told me about the difference between him and his colleagues… more

Jun 8, 2015 12:00 AM Sales Technique

In my experience, many people have difficulty picking up the phone and contacting new customer prospects. But still they want more sales calls. more

May 11, 2015 11:00 AM Sales Technique

One of my good friends was worried about his son’s chances to graduate secondary school. Just like many other teenagers, the son had neglected his homework and assignments... more

Apr 13, 2015 12:00 AM Sales Technique

In this article, I would like to share with you my response to a group of sales executives who asked me to make suggestions for better internal sales meetings - the weekly or daily meeting with the sales team. more

Mar 9, 2015 12:00 AM Leadership & Coaching

How great a chance do you think you have of winning the order, if you have had no contact with the decision makers? more

Feb 9, 2015 12:00 AM Sales Technique

Obstacles are necessary for success because in selling, as in all careers of importance, victory comes only after many struggles and countless defeats. Mandino more

Nov 24, 2014 12:00 AM Sales Technique

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