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6 November 2023

Securing That Crucial Meeting from an Online Lead: A Playbook

In this digital age, converting an online lead into a real-world meeting is often as tricky as making the perfect souffle. This...

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31 October 2023

Crafting Effective Cold Calling Scripts: A Comparison of Bad and Good Examples

Cold calling remains a crucial aspect of the sales process, despite the evolution of digital marketing and communication methods....

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31 October 2023

Dominating Cold Calling: 9 Tips to Crush Resistance for Sales Success

In the fast-evolving sales landscape, cold-calling techniques remain a potent weapon for connecting with potential clients and...

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16 February 2023

Sales tips from LeBron

Sales tips from LeBron ? I admit I do not know much about him; I have heard his name but unlike Michael Jordan, Magic Johnson or...

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6 February 2023

What can we learn from Novak?

Novak Djokovic is a polarising tennis player. Not as loved as Roger Federer nor as Flamboyant as Rafael Nadal. But there is a high...

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29 November 2022

The process of pitching and what we can learn from Hollywood

The process of pitching (and what we can learn from Hollywood)   A  Hollywood movie, the Shawshank redemption A top selling...

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29 November 2022

The process of selling

The process of selling (and what we can learn from elite athletes) If you are an elite sportsperson, you have a defined passion...

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27 November 2022

The twelve symptoms

The twelve symptoms that indicate your sales process may be sick. As an elite sportsman in the late 1980s I was 10 feet tall and...

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28 September 2022

Effective sales pipeline management

How effective is your sales pipeline management? According to a 2021 study 64% of business admitted that their sales pipeline...

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6 September 2022

Sales superpower

Does your team possess this sales superpower ? If you are competing at a chosen sport, about to deliver a speech, perform surgery,...

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17 August 2022

Underperforming talent – Do they stay or go

Underperforming  talent – do they stay or go?   With a double tonne at the Boxing Day test Australian cricketer David...

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12 April 2022

Hiring sales talent step 1 – Interview process

In the interview process, salespeople can sell! Let me be clear. You are about to start an interview process that is right in the...

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12 April 2022

Hiring new sales talent – how I f#@ked it up.

  So you are considering hiring new sales talent ?   I have been employing sales talent for over 30 years and initially...

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17 November 2021

What do Pilates and Sales have in common ?

What do Pilates and sales have in common?   Well more than you may think. I recently got to spend time with the amazing team...

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15 November 2021

Neediness – The biggest killer in sales

Neediness is the biggest killer in sales   More deals are lost and bad deals signed through neediness than any other single...

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8 November 2021

Empower your team

You have the ability to empower your team. When I started out selling there was no qualification in sales. Apart from listening to...

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26 October 2021

The most powerful 30 words in sales.

The most powerful 30 words in sales   I have always sold premium products but it was in 2005 that I knew I had to create a...

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26 October 2021

What is the Prize Frame?

What is the prize frame?   If you are in business you have likely heard the term “prizing”. You may use the term...

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25 October 2021

“LET’S GENERATE MORE LEADS”

“Let’s generate more leads”   I hear it all the time.   Sales are slow lets generate more leads Our...

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6 October 2021

What is frame control?

What is frame control? Frame control happens below the surface of every business meeting you attend, every sales call you make,...

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6 October 2021

How sales fit is your business ?

How sales fit is your business? “How sales fit is your business?” is a question I asked over 350 small to medium sized...

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10 August 2021

Empathy – a sales superpower

What does empathy mean to you? You will have your own response and when I ask in my Sales Cardio workshops “What does...

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10 August 2021

Honesty – The secret to sales success

Honesty – The secret to sales success Honesty is the secret to sales success and here is why. If you have ever been trying...

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20 October 2020

What is sales cardio?

What is sales cardio? What is your passion, your driver? Chances you have more than one? Perhaps you love creating and building,...

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16 October 2020

Features and benefits selling is dead.

Features and benefits selling is dead   Features and benefits selling has been around for decades and we are all familiar...

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14 October 2020

Do you know your lead conversion rate?

Do you know your lead conversion rate? Your lead conversion rate in my view is a number that is equally as important as revenue...

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14 September 2020

Why would I ever sack a client?

Why would I ever sack a client? Why would I sack a client ? That is a common question I get from businesses I work with when I...

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14 September 2020

What is your client selection process?

What is your client selection process? Most businesses I work with have no client selection process. It is normally, oh you want...

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31 August 2020

what’s the price ?

What’s the price? This would have to be the most asked question of sales people around the world and on a lot of occasions they...

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31 August 2020

Lead conversion, not lead generation.

Start investing in Lead Conversion Despite how business acts, it is lead conversion, not lead generation that is the most...

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30 August 2020

How do I use zoom to increase sales ?

How do I use Zoom to increase sales ? In 2020 our world changed forever and with it the way we do business, smart business are...

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30 August 2020

How Do I Select a Sales Training Course That Works?

How do I select a sales training course that works?   I have been in sales for over thirty-six years and often found myself...

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29 August 2020

How do I overcome a price objection?

Looking to overcome a price objection? How do i overcome a price objection is the most common question that sales people around...

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29 August 2020

How can I increase sales?

Looking to increase sales? How can I increase sales is a common question that is tackled by sales workshops, sales seminars and...

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24 August 2020

Sales Training Near Me

It is a common question, where is the best sales training near me? The good news is by using technology you can select from sales...

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24 August 2020

Why Sales Training Fails

With such an abundance of sales training courses, sales workshops, and sales seminars available why is it that some sales courses...

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