Latest
Nov
17
#LinkedinTopVoices
Who would've thought that rambling on about B2B sales for a year could land me a position as a Top
1 min read
Nov
10
Value, value and value
Value is an interesting word. It's definitely overused in Sales. In our prospecting, in our client meetings, and in our
2 min read
Nov
04
What are you afraid of?
Sales isn't scary. Well, we think it is when we get our first gig or we have to do a
1 min read
Oct
27
Problems prospects ignore
Something that I find a little odd... Today's sales environment tends to encourage sales reps to focus on finding people
2 min read
Oct
20
Finding hidden opportunities
Every prospect has a ton of issues. Things that they’re not quite happy with. Things that aren’t quite
2 min read
Oct
14
Nobody wants to change
Nobody. Not even you. Admit it! Let's change it up this week with a little video. I talk too fast
Oct
06
Tell prospects something they don't know
We don’t get much time with prospects. I think Sales and Marketing both recognise that. However, we often fall
1 min read
Sep
29
Making your meetings stickier
Sales people find it really hard to get a response from a prospect. It’s an absolute bonus when it’
1 min read
Sep
22
I was wondering if you can help
Humility in sales is a seriously underrated trait. It can pay dividends when you are reaching out to cold prospects.
2 min read
Sep
15
Why is it so hard to ask why?
The simplest Discovery Call question that we forget to ask. I was running a coaching session this week with a
2 min read