Team Training

How many times have your whole team been sent on the same training course regardless of your individual strengths and weaknesses? A big hurdle facing sales managers is identifying where individuals need extra support. Many managers simply use the shape of the funnel...

Helping you listen

“You know, I think this meeting will be a waste of time,” the local sales partner told me. “I’m almost 100% sure the customer won’t want this product, you shouldn’t have bothered flying over.” Well, they had agreed to the meeting after we had emailed to ask if they...

Too honest for sales?

It has been remarked on occasion that I am too honest to work in sales. As a pre-sales product specialist, I would gently correct salespeople who were being a bit “lax” with the facts of what our products could or could not do for the customer. In one specific case of...