When it comes to selling in the B2B marketplace, not only can selling become quite complex, it also requires involvement and buy-in from multiple stakeholders in the selling organisation. Whilst…

I love asking teams, especially sales teams about their perceptions of sales. Many of them, especially those not directly involved in a sales role, often have less than savoury things…

It’s amazing when talking with sales people, the number who share with me that they are so conditioned by their Sales Manager &/or business to not make mistakes, they rarely…

If you have been in sales for any length of time, you would appreciate that whilst it can be a very fulfilling and lucrative career, it is not easy, and…

Every organisation relies on sales for its success, however, many organisations utilise the ‘hope & pray’ strategy, where they implement a marketing or sales campaign, throw as much ‘mud at…

What is the key to success? Many people ask that question, and there are a multitude of different answers. From being in the right place at the right time, to…

I am a big fan of the Hero’s Journey, and have come to understand that every single one of us are on our own Hero’s Journey and will be at…

Confucius said “The person who chases 2 rabbits, catches neither”. This is so applicable to sales and sales leadership – are you & your team guilty of chasing too many…

When we look across the vast majority of organisations in the B2B space that run sales teams, they all tend to follow the same formula – attract sales people with…