I’m on TOP of the World!

I’m on TOP of the World!

I was absolutely delighted yesterday to discover I was ‘Top of the World’ having risen four places to NUMBER ONE on the Riseboarders ‘Top Sales Performance Gurus’ leaderboard. This global leaderboard recognises “Thought leaders in sales performance management.” The...
Sales People – We’re doomed, Doomed!

Sales People – We’re doomed, Doomed!

The unforgettable catchphrase of Dad’s Army ‘dour Scot’ Private Frazer is to be celebrated along with seven other characters of the comedy classic. The Royal Mail has produced eight new stamps as a celebration of the show’s 50th anniversary. Here’s a link should you...
What makes a great salesperson?

What makes a great salesperson?

In my work I often get asked “What makes a great salesperson?” “How long have you got?” is my usual reply, as the answer (despite what some may say) can never be summed up in one or two words or phrases. The answer will of course depend entirely on the...
Sales Dilemmas – Part One

Sales Dilemmas – Part One

As the title suggests this is the first in a series of blogs looking at sales dilemmas. If you have a particular dilemma or topic you would like me to cover in the future then please let me know. In this piece I will answer the following question… “It’s a...
Where are YOU heading?

Where are YOU heading?

You can’t plan a journey unless you know your ultimate destination. I often run an exercise that asks the delegates to plan a trip from Glasgow to London. Before they can even start to think about their options, I get them to create a list of ALL the questions they...
Do you think I was born yesterday?

Do you think I was born yesterday?

As a sales performance strategist, trainer and coach I get plenty of real life sales related research done every single day. This is because I am also a business owner and as a result I’m bombarded with cold calls from people trying to sell me a myriad of goods...