Check out this loser!
Check out this loser… 1831 – Lost his job 1832 – Defeated in run for Illinois State Legislature 1833 – Failed in business 1835 – Sweetheart died 1836 – Had nervous breakdown 1838 – Defeated in run for Illinois House Speaker 1843 – Defeated in run for nomination for U.S. Congress 1848 – Lost re-nomination 1849 – Rejected for land officer position 1854... [Read more]
Sales training tip: Know your sales ratios
When I ask salespeople and business owners what their ratios and conversion rates are, few know. They cannot answer simple questions like… How many calls do you need to make to get a meeting? How many mail shots do you need to send to get your quota of inbound leads? How many meetings do you need to chair to get a qualified opportunity? What percentage of qualified opportunities will result in... [Read more]
Repetition is the mother of all skill if you want sales success
“Repetition is the mother of all skill.” ~ Tony Robbins, author of Unlimited Power In sales seminars and sales training programmes I often talk about the difference between sales skills and sales techniques… Sales techniques are something external to you, they are something that you hear or that you know. Sales skills are something that you own, they are yours through hard work and practise.... [Read more]
The UK Sales Survey 2009
In the complex and tough markets of 2009 it is essential that every employer knows what motivates their sales teams and salespeople in general. For salespeople, it is critical that you know what motivates you. To help with this I have partnered with recruitment company Aaron Wallis to sponsor the 2009 Sales Survey. We are aiming to get responses from over 1000 sales professionals thus giving us a true... [Read more]
How Robert fed the ducks!
For the last few days I have been having a long weekend staying in Grassmere in the Lake District. Beautiful. And for once the weather has been beautiful too. Mid afternoon today I was sitting drinking a tea in Bowness by Lake Windermere and a little family (Mum, Dad, two year old boy) arrived to have refreshments too. They looked hot, thirsty and ready for tea. Mum sat down and Dad asked her what... [Read more]
How important is my title when selling?
Gavin You came into our offices around a month ago to deliver a morning’s training and said we could contact you with any thoughts/questions we had following the day – hence me getting in contact! I am a fairly junior salesman, currently employed in a pre-sales role i.e. cold calling companies to set up appointments for the sales team. My question is around job titles – in your experience,... [Read more]
The Sales Apprentice 2009: Sales training tips from the hit TV show, week 12, the final
The final of the Apprentice. Cool, professional Kate versus passionate, entrepreneurial Yasmina. Their brief, design and pitch a new brand of chocolate. Sir Alan said they were his best candidates ever and that it was his hardest decision yet. Either could have won. Yasmina did. So that done (!), I thought I would sum up some of the core sales training lessons from this year’s Sales Apprentice… On... [Read more]
Better Business Focus magazine, May 09
One of my articles was feaured in Better Business Focus magazine, the essential key for business owners and managers, again this month. Better Business Focus magazine focuses on the way in which successful businesses in the UK compete and manage their organisations. It focuses on how people are recruited, coached and developed; on how marketing and selling is undertaken in professional markets as well... [Read more]
Motivational quotes to fire you up…
I hope that you’re having a great week and that business is good. I’m getting somewhat bored of the negativity in the media and I so I thought that I would share with you some of my favourite motivational quotes. No explanations, no stories, no Gavisms. Just the quotes, as they are… “Never talk defeat. Use words like hope, belief, faith, victory.” ~ Norman Vincent Peale. “If... [Read more]
Read for 15 minutes
“The only thing worse than not reading a book in the last 90 days is not reading a book in the last 90 days and thinking that it doesn’t matter.” Jim Rohn When I give motivational speeches and talks at conferences I often ask the audience, “So, hands up if you’re reading a book on sales, business or personal development at the moment.” In an audience of hundreds, usually only a handful... [Read more]
