The world of sales is filled with good intentions. Look around and you will see that practically every street corner is filled with eager young salespeople who set out each morning ready to take the world by the tail. Unfortunately, many of these same...

WHAT THE “L” IS LEADERSHIP ABOUT? Everyone’s got their view on what Leadership is. That’s why there are shelves of books, hundreds of training programmes and dozens of gurus all vying for the time and money of business executives. Fortunately,...

If you miss out on a sales deal, and you feel robbed, then chances are you were:  by your poor messaging. We are all given a hearing by a client – a chance to give them a message that, based on our knowledge of them, will absolutely hit the mark –...

Sixteen years ago, when I started carrying the bag as a fresh-faced pharmaceutical rep, the industry was very much based on who had the best product and how many clinicians could be closed in a day. The old adage of quantity and quality held strong...

When you are selling or pitching your company, imagine that someone has just clicked on an imaginery “About Us” page. Then, in 20 seconds or less, deliver the message to them in a way that they are most likely to understand. Think about it: ...