What’s in a name?

Over my career I’ve had various job titles in sales: Account Executive Sales Manager Account Manager Business Development Manager Business Manager Client Management The names have changed, but the [...]

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 [...]

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 [...]

“Zero to One” will challenge your thinking

“The next Bill Gates will not build an operating system. The next Larry Page or Sergey Brin won’t make a search engine. Copying others takes the world from 1 [...]

How “Bob the Builder” can help Sales People

I’m currently reading this book by Daniel H. Pink, To Sell is Human.  Pink dismisses many of the selling stereotypes that rang true 50 years ago – but are [...]

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