Education and Training

B2B Selling Isn’t Black Magic

Sales Manager

Selling B2B products or services doesn’t involve any form of magic, black or any other colour. But it does require discipline and focus. There needs to be a process everybody understands, including the prospect. There needs to be attention to detail, with no stone unturned in the search for clarity. There must be teamwork – [...]

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Where Did the Great Sales Guys Go

Sales Coach

Great sales people used to be everywhere. Others would describe them as natural born salesmen. They meant those professionals could talk to anybody, about anything, make friends with everybody and persuade Eskimos to buy freezers. You must remember some great sales guys and the ways everybody else wanted to be like them. I do. But [...]

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The Lost Art of Sales Training

Sales Coach

Sales training appears to be  a lost art these days, Companies no longer train their sales people. Every business wants to hire hot shot, proven guys who can hit the road running. That’s the only way to run a cost effective sales function, or at least thats the way it seems. They treat sales reps [...]

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The One Minute MBA. Get Yours Here.

Front Office Box

Welcome to my One Minute MBA class. Get to the bottom of the page, understand and implement what you’ve learned, and award yourself the certificate from the University of Hard Knocks Module 1 – Three Essential Elements to Any Business Knowledge – things in need to know What I’m doing – Why customers will buy, [...]

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Multi Dimensional Business Management

Front Office Box

There are three dimensions to my business (and anybody else’s) and success in all of them is a pre-requisite of survival and growth. They are mutually dependent – one can’t exist without the others. They are equally important – needing the same degree of management attention. They are easy to get wrong – and hard [...]

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