Exceptional Account Management that gets results

Business Development through Exceptional Account Management   We split Business Development into ‘Account Management’ (getting more business out of current clients) and Business Development [...]

Business Development   Business Development is continuously evolving. Business Development is split into: ‘Account Management’ (getting more business out of current clients) and ‘Business [...]

Exceptional Customer Service My 10 year old, Jack, wanted an Akubra hat, so I googled and emailed a store to ask about kids’ sizes. The Chappy, Hamish, who answered the email (promptly) [...]

What does that mean? To be clear: the notion of selling hasn’t really changed. I refer to the acclaimed pathways laid down by the masters of communication, like Dale Carnegie’s ‘How to win [...]

Having the brightest talent engaged, focused and self-motivated makes the difference between feeling like you are winning every day versus feeling like you are a hamster in a cage, or, at best in [...]

What are the 7 key criteria of high performing salespeople? 1. They ask more than 20 open – and insight building – questions at each interaction – and are ‘present’ [...]

Those who have attended my sales training courses will know this is pivotal to our approach with clients. You should be only talking no more than 10% and your client should be talking 90% of the [...]

You want to know how to motivate your team to sell more, get them sold on what they are selling. And I mean really sold. In fact, so sold that they just can’t wait to get on the ‘blower’ and [...]

How many times do you follow up before you ‘give up’? Are you worried they might start to get annoyed? If you’re concerned your calls are becoming a negative experience – ask yourself [...]

We often hear the terms ‘the honest sale’, ‘the authentic sale’, the consultative approach. When a salesperson proves they are an authority – like a ‘doctor’ makes a diagnosis and [...]

Here are some questions and tactics you can use to achieve your sales 2021 goal!   1. What are your goals for next year? Think big! • What do you want to achieve? 2. What are your specific [...]

BE CALM Being calm around the team brings an air of control. The calmness means the team are able to better process what you are saying. Scattergun or knee-jerk reactions bring unrest. You don’t [...]

Your roadmap to a business plan is the same whether you are a sales team of 1 or 100. If you are a larger business – it’s important to talk to others in your company for input. If you’re a [...]

What conversations are you having with your team about next year? Ensuring they will be ‘hitting the ground’ running on their return from the Christmas break. Consider: 1. [...]

I’m being asked all the time ‘How can I motivate my client to buy when engaging on the telephone’ What a great question, this is one of the tips we share in our 30 Telephone [...]

I’m being asked all the time ‘How can I motivate my client to buy’ What a great question, follow these steps to get into the right mindset for how to do that   How to [...]

I’m often asked – what happens if my client is sold but they just seem ‘static’. I.e they are not going elsewhere but just won’t commit. So, they are sold, they want [...]

Do what others will not do One day I was blueberry picking with my 6-year-old. He said ‘Mum let’s go through the middle of the row’ which looked difficult. When I asked him why his response was [...]

The beauty of a CRM CRM systems and technology stacks have been buzzwords for a while. Each year sees improvements in their simplicity, ease of use and efficiencies. Leaders of sales teams are [...]

The language you use impacts the outcomes of your sales conversations. Welcome to Language! I just love discussing this. In Australia, as in the UK (my birthplace) we are pretty negative with our [...]