“The Challenger Sale” by Matthew Dixon has emerged as a ground-breaking resource in the field of sales – for management, sales executives and B2B sales training and coaching. Primarily targeted at business professionals seeking
Clearing out some old storage boxes recently I came across a ‘mixtape’ which for the uninitiated is something described by Urban Dictionary as: “A mix featuring songs that have been carefully chosen, mixed and
Shift Control Sales Podcast There was almost a year gap from my last sales podcast in 2019 to the new series of 2020 sales podcasts. Getting really interesting guests on the podcast can be
“The goal of business should not be to do business with anyone who simply wants what you have. It should be to focus on the people who believe what you believe. When we are
The latest episode of the Shift Control Podcast takes a brief look at the importance of trust in building relationships with clients and business associates. In sales, building trust is critical to establishing meaningful
A strategic approach to business development The biggest problem faced by SMEs in business development is not a lack of sales ability within their teams but more a lack of clarity when it comes
I’m going to give you something to think about. Name one business / brand / company based that delivers a high level of customer service. Continually delivers a high level of customer service. The spontaneous
Over the lsat number of years, I have read a few books on sales and marketing which offer great insight, strategy and tactics and that I continually find myself referring to – Chet Holmes, The Ultimate
The recent US Election can teach us much about our progress as a species yet as I listened to a podcast with Randy Olsen the week after the result was announced, it was clear that
It’s that time of year when business leaders get together for their annual huddle around the crystal ball and begin the painful process of forecasting for 2017. An old boss of mine told me