On Saturday mornings I take acting lessons with my 16-year old son. I take acting lessons to help me improve as a professional speaker; he takes acting lessons because he…
Questions to Help Open Up the Sale
Have you ever been in a closing situation that seems to have stalled, where your prospect isn’t really objecting, but they sure aren’t going where you want them to go? If…
Why Mass Emails = Mass Apathy
Mass emails requesting recipients to do something will most likely be filed under ‘D‘ ’ for Delete. Why? Because being in a crowd – even a virtual one – permits…
Retain Top Sales Talent
The turnover rate of sales members is a matter of constant concern in the ranks of senior management. If your goal is to stabilise the sales team, improve their performance…
How to Set Your Annual Revenue Budget, Not Write a Fairytale
The revenue numbers are set in stone. And then it happens... One of the expected major contributors for next year quits. The seemingly realistic revenue budget has quickly become a…
3 Steps to a High-Performance Culture
Senior executives tend to think about corporate culture as a topic that’s hard to measure and hard to change. As a result, many choose not to invest in it despite…
The 3 Simple Steps That Saved Ford
In 2006, Ford Motor Company was in a dreadful shape. Its stock price had fallen 50% in just two years and the company was on its way to losing $17…
What Do We Know?
To develop skills, it’s vital to get people to realise what they don't know. However, it has been shown that ‘not knowing that you know’ is a dead end from…
Win More Big Deals, One Sales Call at a Time
Chances are a few big deals will make or break your year. If you could just win more of them, life would be so much easier. When you win them,…
Tenacity Rules
Vital stats Bradley Taylor Designation: Managing Director Company: PNet Sales Team: A team of three sales managers & 59 sales people Career Summary: Taylor cut his teeth in insurance sales in the…