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Sometimes a small change makes a big difference.

The more you tell, the less people do.

The Raspberry Flavoured Lollipop Handy Andy is our neighbour. He’s a brilliant neighbour and handy because he owns every DIY tool imaginable, and that I might possibly want to borrow. He’s even got a 2-metre drill bit. Kudos. Yesterday he popped round with his grandson, Ralph. Which is great because he knows we like to see…

My superpower is being a fly on the wall, and I love it. As a sales coach it’s where I add most value to my customers – observing the conversations sales leaders have with their people, especially in their forecast and 1:1 cadence meetings.

Measures, Activities and Customer Conversations On a current project I’ve been asked for help with how to measure the success of a sales initiative. The objective is to move from the safe haven of existing relationships to capitalise on wider opportunities in accounts. This is pretty much word-for-word what I came up with on the…

Recently, I started a campaign on Linked-In to “Stop the Sales Training Madness” but many salespeople (myself included) look back to their first sales program with great affection. Stating that what they learned was the catalyst that kicked off their love of sales and it’s what they go back to when they experience a challenge…

Back to Basics There’s a consistent pattern in the conversations I’m having with sales leaders at the moment, and the work I’m doing with them and their teams. It seems to be prompted by the digital transformation customers are going through. This is having a big impact on the way customers buy and their expectations…

Predictability and Socks for Christmas Some things in life are easy to predict – like socks for Christmas (size 42 and colourful please). Currently in the world of sales, Predictability is highly sought-after but unlike Christmas socks it’s not always so easy – when potential customers seemingly put all sorts of obstacles in the way….

Have you Popped the Question? I did – on 5 February 1989, the top of the Eiffel Tower, on one knee. Romantic eh? She said “Yes, I’ve nothing better to do in July”, and I’ve been living in wedded bliss ever since. You may not have popped that question, but do you ask the “Anything…

How to be confident asking the customer so-called tough questions.