When I first started in this business 10 years ago the business was all about teaching sales skills This worked great for the companies that just needed that but pretty soon, I started encountering companies that needed so much more… Some had either little, poor or no leadership. Some had terrible marketing and lead qualification.…
Details
Think you know all there is to know about BD ? Think again… Knowing what I am about to share could help you avoid disaster so have a quick read and save yourself the anguish MYTH 1: – There is only 1 Decision Maker Nope – especially with bigger sales you can have up…
Details
4 Keys to Turning Strategy into Results As I recall the last 10 years coaching mentoring and training sales people (plus the previous 15 as a sales manager, sales agent and sales rep there’s one thing that has stood head and shoulders above anything else in terms of results. It’s putting great ideas into practice It’s the…
Details
Hope you’ve had (or are having) a great break. I have a really important and timely message for you this week. It can really help you to scale your sales results for 2015 One of the first things I ever do before I help a new client build a customised sales process is look at their…
Details
If I hadn’t actually met the guy that did this, I seriously wouldn’t have believed it And as you read this, please understand that I mean no prejudice and make no judgements in terms of the subject matter About 4 years ago we did some work with a national broadband company who at that time…
Details
I ran a private client VIP day with a new client in Sydney on Friday. In the session something really interesting happened that I wanted to share with you. These guys had a really important presentation they were doing with a massive client while I was in the session with them. This deal with this client…
Details
This week I’m going to talk to you about price elasticity or the process of expanding your offer using the analogy of me getting a haircut. Being the only male Blake in my family who actually has hair puts me in the somewhat enviable position of requiring a haircut pretty regularly And to this end,…
Details
Most people in business would agree that just because a prospect pops up in your radar, it doesn’t mean that they are automatically going to buy. And what’s more, there is a good chance that they might not even be the right person to buy from you either because… 1. You can’t actually help them…
Details
3 Little Known but Deadly Sales Scripting Errors that Kill Sales So much of the work I do with clients these days revolves around creating sales scripts. Sales scripting is crucial to making any sales process effective. In short, there really are magic words that can mean the difference between success or failure in selling. But the opposite…
Details
ARE YOU AUTHENTICALLY ARROGANT ? Kerry Packer had it, John Singleton and Gerry Harvey have it – Richard Branson has it (but in a very gentlemanly way) and Jeff Kennett and Paul Keating have it. In fact, if you look at most successful people you will find an (until now undefinable) quality that I am…
Details