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Sales: Are we Driving the Wrong End of the Equation?

Sales: Are we Driving the Wrong End of the Equation?

Who is this article for? Sales managers & business owner first of all, thereafter others involved in sales. Background As a business coach, advisor and business owner I am fortunate to have experienced first-hand the interactions with prospects, sales people and...
Productivity: Time Blocking

Productivity: Time Blocking

A few weeks ago I published an article regarding Task Management, one of the most life changing practices that you can implement. I look forward to getting feedback from those of you who have committed to developing this behaviour.  Well, I have another piece of glue...
Sales: Building trust through Tension

Sales: Building trust through Tension

Did you know that 75% of any sales outcome is directly related to the manner in which trust and rapport is established between the seller and the buyer, and this is done in the initial stages of the relationship? You are probably agreeing at this point. What is your...
Sales: Focus Your Dialogue To Your Niche

Sales: Focus Your Dialogue To Your Niche

The riches are in the niches! Have you heard that phrase before? I have heard this countless times and a quick Google search on that phrase reveals over half a million results. But with this, comes some danger. That is, as soon as something becomes a little more...