How To Overcome Fear of Cold Calling

How To Overcome Fear of Cold Calling

Cold calling is one of the most effective methods of prospecting currently available to sales people right now. I’ve often seen sales people spend way too long drafting emails or writing inappropriate blogs when the quickest way is to just pick up the phone! Whilst...
Don’t Come to Me with a Problem!

Don’t Come to Me with a Problem!

Most of us have difficulty articulating our struggles in a public forum, especially in the presence of our boss and peers. This probably stems from history we may have with bosses who said things like: “Don’t come to me with a problem, come to me with a solution!”...
First Impressions ALWAYS Count!

First Impressions ALWAYS Count!

After 30 years in recruitment, I’ve found it’s all too common that some managers will spend months trawling through CVs, shortlisting candidates and interviewing potential recruits and then drop the ball when the new recruit steps through the door. Failing to make...
How to Tell a Phony from a Professional

How to Tell a Phony from a Professional

Randy was a wonderful coaching client, the CEO of a large service firm and an incredibly cheerful guy. Having dinner with him was usually great fun, but it wasn’t on this particular night. Randy approached the table and greeted me with a weary smile. He looked...
The Most Powerful (And Neglected) Sales Tool?

The Most Powerful (And Neglected) Sales Tool?

Sales people are often judged by being able to “talk the talk”. They could sell anything they want, they could even sell ice to an eskimo! That’s the stereotype that sales people are judged by, and for many that’s what they aim to be. This stereotype makes the...