warm introductions in sales

How I Make my Introductions as Warm as Cookies…

In sales or general business – there is something better than the free socks you get at every start up event…warm introductions. If you ask any C-level or above, they are 10x more likely to respond to your email or phone call if you have been referred by a person they like, trust or respect.…

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Why I crush their soul on the first day in the office…

I always have lived by the phrase – “Time and pressure make diamonds.” In business, we always have enough pressure but never enough time. This being said, when new hires start in sales, marketing or any department – I do something with everyone which is extremely unconventional; yet has yielded amazing results for the organisations…

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A Spoon Full of Sugar… Why Mary Poppins is My Best Sales & Marketing Coach

For many of us, Mary Poppins was our favorite movie growing up. I felt like Mary taught me so many lessons; the importance of using my imagination and the pursuit of being “practically perfect in every way.” However it was the phrase, “a spoon full of sugar helps the medicine go down” which left the…

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How a Demotion Can Save Your Career

We have all heard these words. “We are hiring someone to help mentor you.” Yeah right. ‘Mentor you, ’more like ‘tell you what to do.’ I remember my blood boiling as I have been in this position a few times in my career. In the early days it was due to my age – a…

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telling a story sales

Why all good sales start with a story…

In conducting any new call or meeting – three things are extremely hard to create; trust, interest and active participation. There is one thing that succeeds where all other methods fail – telling a story. Seems too good to be true? I also was extremely speculative – given that I have been undergone countless hours…

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The SNIPER Sales Method

We all remember the adage – good sales people are like spear throwers whilst marketing casts the net. Spear throwing is so 90s – it may as well be Neolithic. In this age of modern technology – in my experience, most sales people start out more like machine guns. They lack focus and often pick…

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Should I get someone drunk to do a deal?

Ying & Yang. Bonnie & Clyde. Sales & Alcohol. My father would often tell me as a child how intertwined his career was with boozy nights out, but it wasn’t until I landed a job in sales that I believed him. In my experience – large deals aren’t settled with arguments, discounts or gifts –…

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“You need more experience.” The Worst Line in Business

When seeking a new job, going for an internal promotion or attempting to earn your next karate belt – we are often met by the same words, “I’m sorry, you need more experience.” Funnily enough, this question reflects less upon you and more upon the individual delivering this feedback. Why? Preoccupation with the ‘experience’ of…

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3 Times I Went ‘Too Far’ To Get a Deal

When you work in sales or a founder – losing is not an option. A win at all costs mentality separates the great and those who aspire for greatness. With that in mind – I have often been questioned for going outside the realm of my professional boundaries to make things happen. I feel that…

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Fun – The Most Underutilized Corporate Weapon

As corporates – we spend almost a month of the year attending events, watching webinars and hearing briefings/pitches about new ideas & technology. Despite me having a good memory – I really struggle to think of something that has been memorable enough to stand out from the crowd. The content is often repeated. The same…

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