How do you work out where you spend your sales time? Are you working hard on deals that close, or do you find yourself chasing too many opportunities that never quite cross the finish line? I believe qualification, whilst being one of the core skills needed to really succeed in sales, doesn’t always get the attention it [...]

Filed under: High value selling, planning, Qualification, Richard Lane | No Comments »

I tweeted the following message a couple of days ago which seems to have struck a chord with a few people: Time doesn’t make itself available; you have to seek out, nail down and use it wisely. Taken own medicine today. Why did I find myself doing this?  Well, as I was travelling home from [...]

Filed under: Miscellaneous, Motivation, planning | No Comments »