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...
Sep 2, 20163 minOpinion: Why ‘talent’ is an unhelpful way to talk about sales peopleAn article in a 1998 McKinsey quarterly titled The War for Talent changed thinking in the corporate world. The human resources community...
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...
Jan 20, 20161 minSales people – born or made?Dependent as companies are for top-line growth on the selection, assessment and development of their sales people, they naturally invest...