Cold calling is defined as “calling on someone who doesn’t know you and isn’t expecting your call”.

I bet if you ask any salesperson what their biggest challenge was when they started out, they will most likely say ‘the fear of rejection’.

That old saying again, what gets measured gets managed. It is worth repeating as it always rings true in business, especially when it comes to sales.

The importance of personal presentation is something we really advocate in our training as we all know that a prospect will make a judgement about us within the first 30...

Winter is pretty tough; it can be cold and bleak. Unfortunately, for a lot of businesses winter correlates with a slump in trade.

It’s an age old adage that never seems to be shaken off. The idea of the ‘gift of the gab’ salesperson.

In Herman Melville’s eponymous 1851 novel “Moby Dick” the crew of the Pequod seek out the mysterious and legendary white whale Moby Dick.

1. The hero of the story is not your product.

“To train or not to train?” – that is the question

I was with a client the other day and they mentioned a conversation they recently had with a prospect.