13 of the Best Tips for Prospecting on LinkedIn
A salesy person is self-centred and not genuinely interested in building relationships and adding value for their prospects that may or may not lead to a referral, sales or recommendation.…
What’s the Difference Between a B2C and B2B Customer?
Gallup research showed that almost 70% of business to business (B2B) customers were totally disengaged with their vendors. The problem arises when the vendors forget that they are dealing with…
Information is Not Power in Sales, Collaborative Investigation Is
Information is not knowledge, to make a decision you do not need more information, you need more insight. But where does this come from? Information is abundant; what there is…
How to Adapt and Modernise Without Killing the Cricket Goose
I am by no means a connoisseur of Cricket, although I love the resurrection of the West Indian Cricket team in the world series. "If we'd stuck to just Test…
What is Wrong with Selling on LinkedIn?
I had planned to talk about why sales is not a function but an organisational mission, but I have become irritated by the number of people claiming sales expertise. They…