Shifting your bias: A Sales Podcast In a White House press briefing in 2002, the then Secretary of Defence, Donald Rumsfeld uttered the immortal words about ‘known knowns and unknown knowns.’ Ridiculed by the
The sales manager and sales coaching “What gets measured gets done.” The final words of a client when recently discussing the importance of data analytics when it comes to sales. For some business development teams,
The role of deliberate practice in sales training Most sales people cannot stand the sound of their own voice. There are scientific, biological and psychological reasons that may help to assuage those anxieties but
Over the last number of months I have been very fortunate to work with one of the leading automotive businesses in the North. As part of their training academy, I have been helping to
“Sometimes you just need to get off the grid to get your soul right.” Anon There is a Twitter profile called ‘The State of Linkedin’ which has been making a name for itself /
When sales strategy meets marketing strategy One of the biggest problems 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
Give your people the right kind of sales training It is hard to fully recognise the value of a customer until they are gone. You might know what financial contribution they make to your business
This has been a good year musically for me, so far – I have been to a few memorable gigs including Nick Cave, Joan Baez, Franz Ferdinand and Underworld, (both courtesy of the underwhelming
“Looks like I picked the wrong week to quit sniffing glue.”
Do you make “Practice” part of your sales process? How many of you spend time in ‘rehearsal’ preparing questions, answers, eventualities and outcomes for those big sales presentations? In fact, not just those big presentations