Category Archives: Uncategorized

Have You Seen the (Mythical) Decision Maker?

I was shocked to realise that I hadn’t blogged for five years! Has nothing of note been happening during this time? Nothing useful to share with you? Yes, plenty but I’ve just been remiss and got out of the habit … Continue reading

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Don’t worry about the quality of the coaching

A Church of England Bishop was quoted ( or maybe misquoted) recently as saying that he wasn’t much concerned about the quality of the preaching/teaching in the churches under his care. Wow! that’s quite amazing if true. Why would he not … Continue reading

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You’re Only As Good As Your Last Fight

WBA Boxing champion David Haye said today  – following his victory last night over Audley Harrison – that you are only as good as your last fight. This made me think, not for the first time, that this applies equally well to selling. … Continue reading

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95% of Success Is Just Showing Up

95% of success is just showing up. Woody Allen said something to this effect. I think that this is so true for sales. If you can just be there that is 95% of the job done. Exaggeration? Well maybe just … Continue reading

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what to do when client asks you to coach a duffer

It’s a dilemma I’ve haven’t always been ruthless enough to resolve entirely well if I’m honest. A client asks you to train and coach some new salespeople they have taken on. Very quickly you realise that one or more of the … Continue reading

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The Case of The Disappearing Decision Maker

I’d like a £ for every time I’ve heard a sales manager ask a salesperson “Have you spoken to the decision maker?” You see I listen to lots of sales managers, sales VPs, sales directors asking the poor sales guy this … Continue reading

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You’ll do me out of a job, Duncan!

I’m a huge fan of the “Dragon’s Den” but always thought Duncan Bannatyne was a rather disagreeable and surly old grump. But I’m changing my mind as I read his excellent book “Wake Up and Change Your Life”. In it he … Continue reading

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