"Gavin, we have a great product, clients like it, people want to buy it, but it's too expensive...'' more

Dec 12, 2016 9:00 AM Motivation

While keeping the wheel of new customer generation turning is vital... more

Nov 28, 2016 9:30 AM Sales Technique

All workplaces have a culture that sets the tone for how well your business operates... more

Oct 24, 2016 9:30 AM Leadership & Coaching

So many individuals in sales spend or should I say waste so many hours of their work week... more

Jul 25, 2016 1:00 PM Sales Technique

The world of sales is akin to the Olympic Games. There are elite sales athletes who earn medals, and then there are all the rest. more

Jul 25, 2016 9:00 AM Motivation

What attractions or qualities are in your business, that your clients would say they would go out of their way to get from you because they believe in that perceived value? more

May 6, 2016 9:00 AM Motivation

If there is one thing that every human being on the planet is faced with its our thinking and the conditioning of our mind and held beliefs... more

Apr 25, 2016 2:00 PM Leadership & Coaching

For company leaders, the phrase 'working on the business, not in the business' should be a familiar one... more

Apr 25, 2016 9:30 AM Sales Technique

There’s a general formula for success in B2B markets. In the first year, you expend resources – marketing, sales... more

Apr 11, 2016 11:30 AM Leadership & Coaching

Marketers often underestimate the connection between consumers’ emotions... more

Apr 11, 2016 10:30 AM Sales Technique

Follow up is the most underused tool in a sales professional’s toolkit... more

Mar 21, 2016 11:30 AM Sales Technique

The Association of Professional Sales has been in operation for less than a year, however, the new not for profit trade association for those who work in sales... more

Sep 25, 2015 9:45 AM Events

It’s not a new concept that B2B buyers are increasingly well-informed and are becoming less dependent on individual sales interactions... more

Sep 15, 2015 9:15 AM Opinions

Standing out from the competition in the Asian retail market is increasingly tough for sales and marketing teams. more

Jun 29, 2015 1:00 AM Sales Technique

For many companies their overheads are increasing each year yet they daren't increase their prices. It's hardly surprising that many companies see their profitability declining. more

May 18, 2015 12:00 AM Sales Technique

After closing a sales conference this week, one of the audience members approached me to ask about a sale they had lost. The sale had failed because the salesperson had never... more

Apr 20, 2015 12:00 AM Motivation

The most common grumble I hear from sales people is that their market is driven by price and it’s getting harder to make any margin because price cutting has become so aggressive. more

Mar 16, 2015 12:00 AM Opinions

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

What happens more commonly is a business will have its few sentences up on the wall for all to see and they get completely ignored by everyone in the business. They’re often just words that have no influence on the activities of the business... more

Sep 29, 2014 12:00 AM Opinions

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