Marketing Collateral – Friend or Foe!

Glossies or no glossies? There appears to be quite a disconnect between the Sales and Marketing departments in many organizations. It appears that salespeople often blame marketing for producing artwork and collateral that the salespeople were not consulted about prior to production – and marketing often complain that salespeople are continuously demanding a massive array […]

Brand Me

It’s incredibly fascinating to me how one computer company can put out a new machine and we happen to notice it at our local store, it’s release hardly a fanfare, while another company can release a product and people will literally camp out overnight in order to get in first to buy the moment the […]

Procrastination is the grave in which opportunity is buried. Chuck Gallozzi

Your areas of greatest frustration are probably areas you really want to achieve but have failed to make any meaningful moves, while “knowing” that all you need …is to start. This frustration can overflow and contaminate other areas of your life. What goal have you been putting off for so long that you are now […]

Sales Steroid Challenge – ASK more than you speak!

As Jeffrey Gitomer says “Client’s see you for their reasons not yours!” To often, in sales, salespeople get so excited(or desperate!) about their chances of selling that they end up simply talking about themselves, their company and their amazing product, that they actually forget that there’s another human being involved in the discussion, who, right […]

Let’s Dance

It was 9th June 2006. The world cup of soccer was about to kick off in Berlin Germany and we had sat down to watch the opening ceremony. Family and friends all packed into my lounge eager to catch the spectacle. As many will remember, South Africa was due to host the event in 2010 […]

YOU DON’T HAVE A CLOSING PROBLEM….!!

I get hired because people and companies want to improve their sales and generate more revenue. Inevitably most conversations include the term – “We want to close more business or close more deals/sales etc” in some form or another. Generally, people are looking for the “silver bullet” – the “mega sales secret” or “hens tooth” […]

Both … And!!

I remember my first day in my corporate sales career as clear as yesterday. If, for no other reason than my introduction to the top salesman in the branch of the insurance company I had joined. He was earning over a million bucks a year in new commissions and another million bucks a year in […]

Just 1 more – Just 1 more

In many respects it seems that I was destined for the sales business from the start, as I was negotiating with my parents from as early as I can remember. Just like any other kid, I wanted more of what I was enjoying at any given point and my “go to” line was always … […]

Time to Rest – All work and no play…

In the last couple of consultations with clients, maybe because many folk are scrambling to make things happen as COVID has impacted their businesses, I have found an increasing number of people that are literally burnt-out or fast approaching burn-out! Media is suggesting that one of the greatest impacts of COVID beyond physical health has […]

YOU CAN’T CONTROL THE RAIN !!

So we are focused! We can visualize our goals! We can taste them, we can feel them, we can get our emotion into them. We can imagine ourselves walking, talking and breathing in our new dream and it’s rocking BUT it’s raining outside and RIGHT NOW my reality is just NOT matching up to that […]