Nov 25, 20166 minSales psychology – why it’s better to be rejected than ignoredConventional wisdom tells us that when approaching a prospect we should tiptoe carefully so we don’t put our prospect off or get...
Apr 14, 20162 minMasters of destiny: What sales professionals can learn from elite sports peopleScience has already supplied the answer to what makes a more effective sales team. The trouble is, almost no-one is yet putting it into...
Dec 7, 20151 minHow can you stop delivery problems crushing sales motivation?In my pre-psychology career, I once had the opportunity of having meetings with two sales teams in directly competing technology...
Oct 1, 20154 min'The S-word': Why we need to confront the stigma surrounding salesPicture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring...