As a sales leader, the weight of your responsibilities can be overwhelming, often leaving you restless and consumed with worry. The pressure to drive revenue, manage a high-performing team, and…
Success in sales is all about mindset. Successful sales people know the importance of constantly seeking out fresh opportunities and working hard to uncover new deals – no matter the…
For sales and business development people tasked with the success and growth of their organisation, maintaining a positive mindset is essential, irrespective of adverse headlines for trade and industry. Those…
We live in the Amazon Prime generation where you don’t have to wait for anything – from same day delivery and groceries to your door, to instant access of the…
In the past “the customer is always right” was a mantra that informed good service across multiple sectors. Global talent shortages however have led to lesser qualified individuals and badly…
To create a culture that can deliver outstanding customer experience, we must first identify exactly what constitutes an ‘outstanding customer experiences’ and this will vary from industry to industry, offering…
When building new relationships in this post-pandemic age of multiple sales channels, online-meetings, bot-generated emailing, pointless LinkedIn content and connection overkill, there is an awful lot for the weary…
Businesses have adapted to a hybrid way of speaking to people face to face and engaging with them online, and it seems unlikely there will be return to in-person or…
Recently, I had an informative conversation with a Commercial Director in my network. When assessing sales processes in their organisation, they had observed several cross-sell and up-sell opportunities had either been…
In a recent conversation with a long-standing client, I was reminded of a Dale Carnegie quotation that would become a defining principle throughout my career: ‘91% of clients will give…