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I'm beginning to feel quite sorry for sales people.

They have to find a product they believe will make a positive difference to their customers, if they have values, this is a given. Then...

Dear Sales Person,

I feel fat and bloated. It’s because you have been forcing me to gorge myself lately. Things have got to stop for the good of our health....

SDR’s - the most expensive mistake in sales history?

I’ve said before that sales management has taken a really good idea – and generally fucked it up. If your SDR program is a mistake or not...

Salesforce, what a crock of shit!

Or rather, one bit of SFDC, the pipeline probability feature. In fairness, it’s a bit harsh to focus on SFDC, because most CRM ‘s are...

How many of the meetings your SDR’s set for your AE’s go no-where?

Let me do the maths for you – around 80% if they’re good, 90% is average and 95% if they’re below average. I hope those numbers have made...

How long, each day, do sales people spend doing their job?

Graham Hawkins recently wrote an article in which he pointed out that if salespeople are spending a mere 22% of their time selling, is it...

Sales - it's adapt or die time...

There’s been some huge changes in the way buyers like to buy during the last decade. They want to educate themselves rather than have...

Sell me this tomato...

The best explanations are always the most simple, and if wrapped in a story, they have a better chance of being remembered. With this in...