Put a smile on your dial

While completing my undergraduate degree in the late 1990’s, I took up a door-to-door commission-sales job that was run by my surfer-entrepreneur housemate. His business offered a service to [...]

What Machiavelli can teach us about long sales cycles

If you are a student of politics then you would be familiar with Niccolo Machiavelli’s book, The Prince. It’s one of the best books on diplomacy and avoiding “rookie” [...]

Get out of the weeds!

While selling into large organisations, have you ever wondered if the person you are dealing with is wasting your time? You keep calling them and they are willing to [...]

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