academy

I was annoyed with myself on Monday, when I was discussing plans with a prospect. We got to talking about their recently launched new products. They were rightly excited about them, and I wanted to know more, so started asking about each. Yet I couldn’t for the life of

Here’s a neat way of gaining crisp focus on what you currently, and hope to, sell to your customers.  I came across it just now with one of my prospects having used it as part of a training initiative, aimed at embedding a new way of thinking about opportunities

A sales campaign we are running came close to climax this week. The final issue appeared to be the MD’s reluctance to sign-off on lots of money across several prospective projects, of which one was ours. Our Champion then offered to remove one of the projects to reduce the

A friend of mine, Julian Lebray, who’s a bit of a sales winner sent me some analysis yesterday.  Unfortunately he supports Man City, but leaving that aside, his firm’s training company investigated why the best sales guys were the best.  They came up with the two different types

What is stopping you from being as Effective as you strive to be? Understanding what the themes are lets you address the issues before they impact negatively on your work. Here are some common Time Traps to Avoid! Unclear objectivesProcrastinationGossipingNo big picture considerationPaperwork overloadInterruptsNot finishing somethingLow motivationNot saying noToo many