When Good People Write Bad Proposals (the 6 biggest mistakes) When I work with clients on their sales process, I have 6 leverage points that when we examine them, typically we can find hidden unbanked sales revenue in their business. One of these leverage points that don’t get talked about much is with proposals. Now,…
DetailsIs Sales Training a Waste of Money? I read an article the other day written by a friend of mine from the states who said categorically that he thought group sales training is a waste of time. He went on in the article to describe a couple of different examples of how he has worked…
DetailsThe Top 5 Reasons Many Sales Managers Suck (and why it’s not their fault) Over the past 12 years having worked with over 200 hundred businesses I have seen some interesting (and sometimes disturbing) patterns when it comes to sales managers lack of results. But for the most part, it really isn’t their fault. Often…
DetailsI was going through a client’s prospect list with them this morning and noticed that they had about a dozen new leads in their pipeline. I have been helping them to connect with their dream clients using the contact power pack strategy but we have also been looking at other ways to create higher levels…
DetailsHow to avoid getting held to ransom by your clients I have an admission to make. Many of the ideas and strategies I share I have struggled with (and sometimes still do) myself. One of the biggest ones is creating regular content even what you are busy delivering a great service to existing clients But…
Details1 Small Mental Shift : Big Results Shift I’m really glad you decided to read this. It may at first seem infuriatingly simple but if you implement it, I guarantee you’ll see a great shift in your results. To summarise it as simply as I can, it’s this… Show up with nothing in your head other than to add value…
Details4 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…
DetailsPODCAST – 12 Big Lessons I’ve Learned in 28 Years in Sales I started business helping sales people to become the guy I wish I knew when I was starting out. I have learned so many things in sales the hard way and my goal has always been to help people circumnavigate that “hard way” learning curve.…
DetailsConfidence – It’s not what you think… Only it probably is. The common thread that underpins all success in sales (and everywhere else) and the thing I get most asked for when I’m speaking to clients is “how can I help get my guys become more confident? For a guy that helps script people’s entire…
Details3 Biggest Sales Scripting Mistakes Business owners Make [PODCAST] I have been seeing and hearing a heap of debate and discussion out there on sales scripts lately and seeing as one of the main things I do for clients is create language-ing for all aspects of their client contact, I thought I would weigh in…
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