Blog Archives

LinkedIn Tip: make your headline work for you

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You have 120 characters in your LinkedIn Headline so why not use them? Many people just use their job title but I suggest you include a little more: – Job Title Who you work with The outcome of using you As…

Tagged with: LinkedIn, LinkedIn headline
Posted in 2 Prospecting, Blog, Differentiation In the Sales Process, LinkedIn, Personal Brand

5 Ways to Leave a Trail of Happy Clients Behind You

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I like my business development to be like my food: simple but tasty. Let’s see if this little lot tickles your BD taste buds like it does mine. 1. Always do what’s best for the client. Short term gain, long…

7 Easy-to-do Tips To Keep Your Inbox EMPTY!

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Nothing screams “out of control” more than an over-flowing inbox; added to which every time you look at it the very sight of all those demanding emails drains just a little more life out of you. All true but can…

Tagged with: Email, Time Management
Posted in Blog, Efficiency & Effectiveness, Personal Brand, Time Management

3 Rules You Mustn’t Break When Conducting A Negotiation

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I’ve mentioned Mike Sparkes in this blog before. He was my first sales boss, my business partner, my mentor and my friend and he taught me pretty much all I needed to know to get started in sales. Well this…

Tagged with: Negotiation, Negotiation Skills, Reputation
Posted in 4 Pitching for Business, Blog, Personal Brand, Sales Account Management, Sales Negotiation, Selling Skills

LTV: what it takes to be a consistently GREAT sales person

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Given the choice people buy from those they Like, Trust and feel Valued by. Why do we buy branded bottled water when tap water tastes just the same and is cheaper? Why do we choose the branded breakfast cereal when…

Tagged with: Building Relationships, Great Salesperson, LTV, Relationships, Successful Sales
Posted in Blog, Personal Brand, Sales & Events, Sales Account Management

An Angry Client Is Also An Opportunity – Don’t Waste It!

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My first sales mentor used to rub his hands together in glee when we had a problem with one of our clients. “Any fool can do it when it’s going well but only a real star can do it when it’s…

Why being great isn’t an option

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Actually these days being great at what you do isn’t an option in the same way that a steering wheel isn’t an option on a car; its sort of essential to make the car work properly. The problem is that…

Tagged with: Being Great, Client Satisfaction, Greatness, Job Security
Posted in 2 Prospecting, Blog, Differentiation In the Sales Process, Personal Brand

If you’re not making enemies you’re not doing it right!

I still remember my first day in a real job. It was July 13th 1982 and I had just graduated with a degree in computer science. Even now I can remember feelings of discomfort and fear mingled with excitement and…

Tagged with: Doing The Right Thing, Making Enemies, Reaching Potential
Posted in Blog, Personal Brand, Sales Relationships

Is Your Pen Like Dr Who?

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I have this habit. When I’m presenting I almost always make use of a flip-chart but from experience I always remember to check the pens before the start of play (draw a line across the top of the paper; firm…

Tagged with: Making A Difference, Standing Out
Posted in Blog, Efficiency & Effectiveness, Personal Brand, Sales Presentation Skills

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