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We’re certainly not advocates of scripts but from time to time a business does need to have a script in place, be it for training purposes or fail safe practices to help counteract difficult situations. Read More

Sales performance improvement is one of the key areas we focus on when we are acting as sales consultants. During our time working with companies we consistently notice that even though they are aware sales performance is slacking they fail to dive deep into the ‘why’ and ‘how’ of it. Read More

In the early days of Oracle, Larry still worked with the growing sales force on a frequent basis. Even before Oracle's current headquarters were built, Larry would address the employees at the Davis Drive location in Belmont. Read More

I’ve been involved with similar projects to re-connect with lapsed customers in 4 different companies over the last couple of months and following some undoubted successes I thought I’d share with the wider world the smartest way to approach these particular accounts. Read More

Sales qualification is about understanding the deep underlying problems and aspects of the customers’ needs and business, a lot of sales people tend to drop the ball at this point. Whilst the majority of sales professionals asks the mediocre questions that really offer no information, the exception Read More

Success is something we all strive for, be it in our professional lives or hobbies we are always seeking to be the best and ultimately succeed. Read More

I like to feel that I’ve done a thorough job when I’m selling to my prospects. By this I mean I like to feel that I’ve done a very thorough job with my ability to ask good questions. A big part of this, for me, is drilling down 3 times on the things that I would regard as paramount factors in all Read More

Absolutely not. Let me elaborate a little. If you look at most industries now as opposed to maybe 10 or 15 years ago, it seems obvious that there’s a lot more players in each space.


This in itself I don’t view as a problem. It’s just how it is and there’s no point worrying about things you ca Read More

We've all read the countless top 10 tips on winning the decision maker over, but realistically few of those tips are actioned or fully understood. If you're like me then finding out the functions and "mechanics" is far more important then reading an endless list of ideas. Read More

Sales strategy plan is vital to the vertical growth of any business big or small. A quality sales strategy will eliminate these 10 reasons and any associated risk. Read More