The link between Confidence and Motivation is facinating.  The power, strength and versatililty of the human mind.  Amazing.  I’ve written on this subject before, albeit in a rather abstract way. So much of the work I undertake as a sales trainer, coach, motivator is, at the lowest common demoninator, ultimately brought back to either improving, [...]

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This is less of a post on sales performance improvement and more of a request for your feedback so that this blog can grow and continue to be a useful resource. Last year I recorded five podcasts on topics ranging from Sales 2.0 (with Nigel Edelshain), Trigger Event Selling (two sessions with Craig Elias), sales [...]

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… or so the saying goes. In sales this can be true, however, I believe a little knowledge is generally better than none. Human beings have a huge capacity for absorbing knowledge.  I think that sometimes people have (simply put) lost the ability, got bogged down in day-to-day busyness or are just plain out of [...]

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With the UK covered in a couple of feet of snow making travelling to and from work difficult (if you are not from the UK then you won’t understand our total inability to deal with any adverse weather condition – too hot or too cold it doesn’t really matter, everything grinds to a halt) now [...]

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Thank you to everyone who has taken part in one of our sales workshops since April this year.  I thought I would provide some statistics in a typical end-of-calendar-year-sort-of-way… For all of our workshops we ask for feedback on the following: 1. Students are asked to rate the trainer against: Knowledge of subject matter Listening [...]

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Build powerful relationships quickly by under promising then over delivering on the promise. Lots of small and regular successes can quickly secure your position as a trusted and reliable resource in your customer’s mind – the road to becoming the holy grail, ‘a partner of choice’.  In my sales coaching work, I always stress the [...]

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I’ve been receiving a lot of cold calls recently.  Some are shockingly awful, script reading affairs, some are better – I am drawn into conversation. However, over the last couple of days I’ve had a couple of calls where I’ve been blatantly misled.  It is only as the call progresses I begin to understand that [...]

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I wrote this piece for my monthly newsletter and thought it was worth turning into a blog post.  It’s a subject I am passionate about.  Let me know what you think. I have a nagging feeling that Sales is rarely a ‘chosen’ career.  This concerns me.  Many people (including myself) fall into Sales.  I consider [...]

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I’m sitting at Heathrow Terminal 5 waiting for my flight home to Newcastle.  I am tired.  Tired in a pleasant way because I’ve spent the last few days on a narrow-boat meandering down the river Thames around Oxford with friends.  The excuse for this trip is the impending marriage of a good friend at the [...]

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Motivation.  One of those elements of someone’s character that as a Sales Manager I’ve often wanted to bottle so that I can liberally anoint others (no names!) as necessary. I’m just back from two weeks holiday.  We split the trip into three phases (a long weekend with friends in London, six nights camping in Devon, [...]

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