Adaptability in Action!

Adaptability in Action!

This week I went to visit a potential new client to discuss social media training, specifically around Twitter and LinkedIn. The enquiry (as often is the case these days) was generated by my own social media activity. Following the initial enquiry email I immediately...
The ‘Real Meaning’ of Social Selling!

The ‘Real Meaning’ of Social Selling!

Despite what some organisations might lead you to believe the answer to ‘social selling success’ in a business to business environment is NOT a premium subscription to their service! In fact, social selling is completely free and a highly effective use of your time...
The best sales advice ever? Just be YOU!

The best sales advice ever? Just be YOU!

Over the past three decades I have read hundreds of sales related books, articles and more recently blogs. I’ve also attend lots of conferences and listened to endless keynote speeches. Many ‘trends’ in business to business sales have come and gone, what was once...
Sales – Where timing is everything!

Sales – Where timing is everything!

A great deal on a new roof today, is no good to me if I’m only just digging the foundations! You may be selling a great product but if the buyer doesn’t need it right now you are wasting their time (and yours) and potentially alienating yourself from a future sale....
Sales process – when does it end?

Sales process – when does it end?

I write a lot of sales related articles and I read a lot too! It’s the best way of finding out what’s going on in terms of thoughts and ideas for the ‘now’ and the ‘future’ of professional selling. It seems to me that every sales ‘expert’ has their own unique sales...
40% of new car sales closed on first visit!

40% of new car sales closed on first visit!

If you want stark proof of how buying habits are changing then look no further than recent research in car sales that discovered “40% of new car sales are now made on the buyer’s FIRST visit to the showroom.” (Source – Automotive Management Online 30/07/18) That...
Customers ‘Resistant to Sales Activity’

Customers ‘Resistant to Sales Activity’

I read an interesting article last week published in London Loves Business. The article featured results from a YouGov poll that appeared to have been conducted on behalf of pipeline management software firm Pipedrive. The headline claimed that “UK firms lose £15,000...