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Salesforce.com, the powerhouse of the CRM world. Have you considered it? There's a chance you have thought about it but for one reason or another you went against it, or it could have been for a multiple list of reasons - cost, implementation time, complexity and so on. Read More

An overflowing rolodex mixed in with missed data and information are all the signs of a need for a CRM system. Trouble is how do you choose one? How do you overcome the initial fears of implementing a system? Read More

Pareto’s Law says that 80% of business will be brought in by 20% of the sales force; this is a horrible number so it’s vital that we build a strong sales force where 100% of the team brings in the business. Read More

You’ll find that a lot of the time when it comes to writing a sales proposal you won’t really think much of it, it’ll practically be second nature and everything will just be on autopilot. Read More

When you say that you’re “busy” does that mean you’re actually doing something that drives business forward or are you just checking meaningless tasks off your list? Read More

This is a lesson I’ve learned over a long period of time.


In fact, I’ve been hitting the phones for over 12 years now so have made hundreds of thousands of calls, had tens of thousands of sales conversations and closed quite a good number of deals too. 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. Read More

“After they take our software on trial/evaluation it can be difficult to make sure they use it, (and use it properly to see the maximum benefits) which can lead to a frustrating lengthening of the sales cycle and lot’s of chasing.”


A lot of our customers are software companies with technical Read More

I have a set of views and principals around the use of LinkedIn for Sales People. I’m going to make some observations so if you’re a Sales Professional who wants to create more opportunities and you’re not in the market for a new job – take note. Read More

Tools to help figure out whether people are lying on online dating sites and in text messages.

Face to face and over the phone we can use our best judgement to determine if someone is lying to us, however an email gives people the chance to construct the perfect answer - one that can lie to you Read More