Latest Sales Advice
High Performance: Hindered or Helped by Organisational Structure?
The CEO of a national retailer was very frustrated. His face grew noticeably redder as he told me how he had set up each store as a profit ...
Getting the Best from Your Team
Q. Are there areas you want to improve as a leader? I race too much. My brain races too much, so even if I’ve listened to everything somebody said, ...
Is your Boss a Psychopath?
Psychopaths are not nice people. They lack empathy and remorse, are egocentric and prone to abusive treatment of others. The really bad news is that one in 25 bosses ...
6 Questions to Shape Your Finalist Presentation Strategy
The day started just like any other day for Lisa. Then, the call came! It was ABC Company’s procurement officer telling her that he loved the RFP response, ...
Two Principles for Closing the Sale
Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the ...
