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

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

Motivation is a funny thing. Some managers forget that it’s a tool to an end, not an end in itself... more

18 Jan 2016 11:30 Leadership & Coaching

The one thing you didn’t want to get caught doing when you were a door-to-door salesman... more

1 Dec 2015 00:00 Leadership & Coaching

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

9 Nov 2015 10:45 Leadership & Coaching

I used to buy vinyl records for an independent record shop. Not exactly sales, I know. However buyers have to be able to sell concepts as well as salespeople... more

31 Aug 2015 12:00 Sales Technique

Having a ready response to a customer’s objection can make all the difference. By replying confidently you immediately reassure the prospect that you are not fazed by the objection. more

3 Aug 2015 12:00 Sales Technique