Trust- The new Currency in Sales.
Trust Manifesto You are only ever Selling Yourself!“You want a course on selling? I'll give you a course on selling. Do you know what you sell? Only one thing. You, you only sell you.* You don't sell products, you don't sell services. You don't sell products or...
Three Important Hoops to Put in Play When You Hire Your Next Salesperson
If you've read my last few posts. You'll see that I've been discussing the mistakes business owners make ( I have made every one of them- no kidding!) when it comes to getting the right salesperson on your team. I want to give you as much value as possible, so here...
“Got a Minute” Meetings
This is not original, but I thought it might be helpful for all those sales managers who get interruptions every minute of the day. It’s called “got a minute” meetings, I learned it from Chet Holmes’ book, The Ultimate Sales Machine. I was reminded the other day by a...
£25 and a Dream- Kiwis blazing the trail
£25 and a Dream Down under the under, a term I used to tell my American clients to describe where New Zealand was to Australia. This time of year is a chance to reflect on the year thus far. It's a chance to reflect on what makes this part of the world special. And...
Are you attractive enough?
“Prettiness is lent to you by youth; attractiveness is purchased with experience.”― C.M. Waggoner. Motivating people to negotiate can be a complex process, but understanding what drives them is essential to building a successful sales strategy. One key factor to...
“Unless commitment is made, there are only promises and hopes; but no plans.” – Peter F. Drucker
As the year unfolds, it's important to think about creating new habits and rituals for your sales team. Sales meetings can be time-consuming and unproductive if not run effectively, but by implementing a few simple guidelines, you can make them more productive and...
Can You Set Aside One Hour to Set Up Your Year?
One Hour a day to Accomplish Your Goals. In our first article on goals for 2022, I talked about overcoming the obstacles that prevent you from accomplishing those goals. In this article, I will talk about spending time each day to help you stay on track and chunk down...
The “thing” that gets in the way of your goals Part 2
Six Obstacles Preventing You from Achieving Your Goals at Media Sales (Part 2) In my last post, I talked about what I thought might be obstacles to achieving my goals for the past 12 months. Here they are again. The goal might have been too much of a stretch. I did...
The “thing” that gets in the way of achieving your goals.
Six Obstacles Preventing You from Achieving Your Goals in 2023. As the year begins, I want to talk about the “thing” that gets in the way of you achieving your goals. The holiday break is a great time to reflect on my achievements for the year and look towards the...
My Promise in 2023. Don’t Hire Bad Salespeople Ever Again.
As we dive into 2023, it’s often a time for reflection, to review both the good and the not-so-good bits. I am often asked this question by owners and sales managers. “Mike, what makes a good salesperson, and what should I look for?” 2023 they tell us, is going to be...