In many business organisations, there is almost an unwritten ‘ground rule’ that sales & marketing are internal competitors of each other. When sales are not converting prospects into customers, it…

A key element of being in business is to grow, be profitable, and to add significant value to the marketplace. This is a key focus of almost every business on…

Even though sales is one of, if not, the oldest professions on the planet, it continues to evolve. Customers today are more savvy and educated than ever before, which means…

For many sales leaders, the path to the position of leadership often comes through being an exceptional sales individual contributor. This is almost the first pre-requisite. Some then consciously choose…

When working with sales leaders and their teams, I often share with them the important message around creating and maintaining a terrific reputation, both from a company perspective, and especially…

Business owners, organisations, sales leaders, and sales people all share one common challenge – finding effective ways to gain access to their ideal future customer and then determining how to…

In B2B sales, many sales people love to be part of the big complex deals, the ones that often have a great deal of prestige and status attached to them,…

I firmly believe that sales is one of the most fulfilling and satisfying careers available, and yet, when speaking with sales people, I often hear them describe their role as…

When it comes to marketing, many organisations adopt the ‘hope and pray’ strategy, where they throw a heap of information into the marketplace hoping some of it will stick. And…