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Nearly 20% of all salespeople give up if the customer has failed to convert after four touch points … However, 80% of all customers need at least five touch points before they buy! Multiple studies, in multiple markets and economic…

This post may push some buttons but it’s a conversation we need to have … In the old days of selling the salesperson had to go prospecting, find the leads, build the connections, earn the conversation and make the conversion.…

The problem with too many sales people is that they sell based on how they like to buy … We’re all trained to be great customers.  It starts from a young age.  We all want a great deal – we…

In sales there may only be three reasons anyone wants to meet with you … They have some emotional connection with you, your reputation or what you do and working with you will serve their ego in some way. They…

If you want to win during the remainder of 2022 and throughout 2023 you must sharpen your sales narrative … Remember the story about the old woodchopper watching a young woodchopper working fast, slaving away at the trees, but also…

There’s an uncomfortable reality in sales that we have to talk about … Too many people in sales just fall into the selling profession.  Then they adopt whatever sales conversations and practices they stumble upon, while they’re in front of…

To make it easy for someone to buy from you, you must stabilise the solution that they’re buying.  Your prospects’ circumstances often have an element of instability, in the context of what you do … that’s why they’re buying.  Whatever…

In a world dominated by elevator pitches, story-telling and so many other techniques used to explain value, there is a deeply important first step that EVERYONE must go through … I was having dinner with a dear friend a couple…

The fastest pathway to business growth is always the network of people that you already know, the clients you’ve had in the past, the people that inquired about being able to work with you, and the connections you’ve already established.…

What marks a life of accomplishment?  When you look back, how do you put value on what you did with your time?   These are useful questions across all aspects of life, but lets consider them in terms of your business…