April 26, 2016

Oh, how I used to love phone calls like this when I was managing. Seeing them put into practice what I always tried to instil in my teams - don’t be afraid to do something different when it comes to business development.

 

Why in your right mind would you send a giant pu...

March 22, 2016

At the weekend, whilst out cycling and to take away from the fact that I am not as fit as I want/need to be, I tried to work out roughly how many sales people I’ve interviewed in the last 12 years. By the time I had included everyone for roles right through from grad t...

March 14, 2016

 

Before I start, and to be 100% clear, I don’t condone dishonesty in business in any way. I just thought I’d share with you some of the more outlandish acts I witnessed in my early days in sales that still leave me speechless when I think about them today.

 

Totally gobs...

March 7, 2016

There have been countless studies on how long you have to make a first impression when meeting someone face to face, ranging from 7 seconds to 300 milliseconds.

There’s also plenty of research on how long you have on a cold call to win someone over, and you’ll never fin...

February 16, 2016

If there’s one phrase that really gets my blood boiling, it’s when I hear sales people telling colleagues in other departments that they “aren’t revenue generators”.

 

Whether meant in jest or not, the sheer arrogance and small minded nature of such a comment can cause s...

February 11, 2016

Is advising a client or prospect not to spend their money on something, when you think it’s not right for them a good idea?

 

The ‘one call’ close! This was heralded as the HOLY GRAIL of selling when I started out. Sat in a boiler room in Old Street, selling event sponso...

January 25, 2016

 

 “That’s great Tim, but I really need to be able to demonstrate the Return on Investment (ROI) to my bosses internally. So how can you guarantee me ROI?” said……well, every marketeer/buyer I’ve ever sold to.

 

R.O.I – If I had a £ or $ for every minute I’ve sat in boardr...

December 16, 2015

 

“Mufasa!”….sends the hyena’s running for the elephant graveyard.

 

“Voldermort!”… sends chills down the spines of budding young wizards and enlightened muggles.

 

And….

 

 “Cold Calling”… sends talented grads looking for sales jobs sprinting for cover!

 

Culturally, in the UK...

December 2, 2015

 

"If your sales guys can’t sell at my conference – well, that’s a bit like going bobbing for breasts in a barrel and coming out sucking your thumb!!”

 

Two weeks into my first real sales job, in a basement in Old Street (London) and I hear my boss throw that line down th...

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