Opportunity Knocks
I haven’t taken a pill which has made me think of 1970′s TV shows, I’m talking about how you create opportunity for yourself. So many people let opportunities pass them by, if only they could be a bit...
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Selling in the Matrix
At a few talks recently, I’ve found myself using the term “grid” or “matrix” selling more and more. As organisations become flatter and more democratic rather than autocratic, it isn’t always easy to...
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Selling Ice to the Eskimos
I recently completed a short interview for Sales website, Salestarget.co.uk, which you can read here (note that I’ve been photographed in Starbucks – those that know me won’t be surprised). You forget...
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Think like a CEO…..
Pitching to a CEO takes a certain approach and so many people still get it wrong. Particularly if you haven’t met the individual, you need to take a structured approach, as they may be one of a number...
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Sell your Value, not your Price
Over the years I’ve been involved in deals of all shapes and sizes. Big, small, complicated, technical, long, short, you name it – I’ve done it. Aside from the pure straight bid/reverse auction...
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