Sales

It’s rude to point

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Tonight I happened to be vegging out in front of the TV (sorry… call planning for tomorrow) with a glass of Valpolicella Repasso. The programme was a thing called Antiques Roadshow, which I’m sure most Brits will be familiar with. The debonair presenter was holding forth about the exquisite nature of the Georgian snuffbox that […]

Sales

What’s in a title

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For those who may not have noticed my peculiar spelling, I happen to be English and live in England (and yes it is raining). A number of my bosses over the years have been American and when one of them joined the company he asked me what was going on with all of the Business […]

Sales

Hunter vs. Farmer

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Many years ago a colleague of mine told me that he thought I was more of a farmer than a hunter, which he said was fine. At the time I didn’t agree because being a hunter sounded a lot more macho, active and plain fun. With the benefit of hindsight I think he was probably […]

Sales

Five ways to build trust with your customers

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You will always have a problem selling if your customers don’t trust you. In fact if you are selling products that have a long sales cycle or are managing major accounts you will be dead in the water without trust. Here are five ways to help you build trust… Have the customer’s best interests at […]