“Sir, your competitor is giving us the same thing for 15% less.” If you have been in sales long enough, you have heard some version of this sentence. And what happens next? The salesperson calls the manager. The manager checks the margins. A few numbers are discussed and finally someone says, “Okay, let’s see how […]

There is one word that has caused more missed opportunities, damaged relationships and costly mistakes than most people realise. That word is “assume.” I’ve firsthand seen projects get delayed because someone assumed a task had been completed. I’ve watched sales opportunities disappear because a salesperson assumed the customer wasn’t interested. I’ve seen managers become frustrated […]

Promoting your top salesperson to Sales Manager feels like the obvious next step, right?  After all, they’ve consistently exceeded targets, built strong customer relationships, and become someone the rest of the team looks up to. So why wouldn’t they make a great manager? Over the years, I’ve seen many organisations make this decision with the […]

We’ve never had more ways to communicate at work. Email. WhatsApp. Teams. Slack. Phone calls. Video meetings. Yet, if you ask most professionals, they’ll tell you communication has become more exhausting than ever. A few days ago, I experienced something that perfectly summed this up. I was working on a client’s annual business roadmap when […]

Sales techniques come and go. Products evolve. Technology changes. But some sales skills never lose their value. If you want consistent sales success, these are the skills worth building.   Sales has changed a lot over the years. Customers have more information than ever before. They compare options, read reviews, ask better questions, and often […]