Sales Technique Insights

1. Check for Self-interested Biases Is there any reason to suspect the team making the recommendation of errors motivated by self-interest? Review the proposal with extra care, especially for over-optimism.…

When I was at Microsoft, we had a very clever way to gain some further insight into the people development skills of managers. Attrition, defined as people leaving the company,…

We are faced with the need to make decisions every day.  Should we bring product A or B to market?  Which marketing strategy should we use?  Of the choices that…

Most executives – not just those in America – recognise that one of their biggest challenges is closing the vast gulf between the potential and the realised talent and energy…

The Blue Ocean Leadership Grid is an analytic tool that challenges people to think about which acts and activities leaders should do less of because they hold people back, and…

Here's a situation. You have created a list of 20 highly qualified prospects. You've researched them, and you know that these 20 people hold your prosperity in their hands. But…

To maximise your opportunities, take time to understand the customer's needs and concerns – and know when to walk away from a sale that is not good for either party.…

Recently, while working with a client, I was talking with a very successful sales manager/leader. His track record in developing sales people was amazing. Bigger than that was his ability to…

Too often sales people reach out to clients with no understanding of the problems they are dealing with. When this happens, sales people are left feeling around in the dark,…

A business owner sells a product. A new sales person shows up and teaches the business owner that by changing some of the component parts of his product he can…