Brian Stahlhut Christiansen


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

16 May 2016 09:30 Sales Technique

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

18 Apr 2016 09:30 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

14 Mar 2016 09:30 Leadership & Coaching

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

22 Feb 2016 10:00 Sales Technique

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

18 Jan 2016 00:00 Sales Technique

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

15 Dec 2015 00:00 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

23 Nov 2015 00:00 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

26 Oct 2015 00:00 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

21 Sep 2015 00:00 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

24 Aug 2015 12:30 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

8 Jun 2015 00:00 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

11 May 2015 11:00 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

13 Apr 2015 00:00 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

9 Mar 2015 00:00 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

9 Feb 2015 00:00 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

24 Nov 2014 00:00 Sales Technique