Bob Smith

Sales vet Bob Smith recounts some of the horrors he's encountered door-to-door selling... more

1 Nov 2017 15:53 Opinions

Do buyers ever respond well to a tough-talking salesperson? more

18 Sep 2017 12:40 News

Find out why the best sales managers interact with their staff... more

5 Sep 2017 19:24 News

Features and benefits, wanting to sell and the WILL to sell - salespeople that make the distinction will come top of the class... more

31 Jul 2017 11:00 Toolbox

Big Al was a great sales manager but he forgot the importance of monitoring mileage... more

3 Jul 2017 14:32 Opinions

Sometimes what gets sales is not adherence to some complex theory or some gift of the gab or some dynamite killer closing line... more

12 Jun 2017 09:30 Sales Technique

I’d never been on a sales call with Bill, the boss of the publishing company I’d just joined... more

3 Apr 2017 11:00 Leadership & Coaching

Salespeople should put themselves in the shoes of buyers. It’s an educative exercise, especially if you are a salesperson... more

6 Mar 2017 10:00 Sales Technique

Although young and inexperienced in the sales industry, even we realised door to door cold calling... more

6 Feb 2017 10:00 Sales Technique

Real-life sales tales from the good-ol-bad-ol days! more

9 Jan 2017 10:00 Sales Technique

James was very friendly for being a new boss. While we all professed to want a boss who was... more

5 Dec 2016 11:00 Leadership & Coaching

Pat was one of the few 'gift of the gab' merchants who transformed himself into a super salesperson, complete with real skills and a durable attitude... more

31 Oct 2016 10:00 Sales Technique

It was training day again. Denzel Washington was nowhere to be seen but who needed him when we had Larry. It was 'classroom' training... more

3 Oct 2016 09:30 Sales Technique

Always confront an issue during interaction with customers if it is causing them to act... more

5 Sep 2016 13:00 Sales Technique

A salesperson’s reputation can be a vital component in making a sale, particularly if you are... more

25 Jul 2016 10:30 Sales Technique

The New Man was a human dynamo. His reputation preceded him. He was known as one of the big guns... more

4 Jul 2016 10:00 Leadership & Coaching

“Go and sign them up, Bob, and when I come to pick you up you can tell me how many sales you have...'' more

6 Jun 2016 09:30 Sales Technique

Sometimes the best business training examples come from non-business settings. For instance a great example is from... more

6 May 2016 10:00 Leadership & Coaching

“Sales management is like being a social worker.” So said my boss when I got my first Sales Manager job... more

4 Apr 2016 09:30 Leadership & Coaching

I told Leighton, the legendary acting Sales Director whose disciples we’d become, that I was ready for the big promotion, Regional Sales Manager... more

15 Feb 2016 00:00 Leadership & Coaching