How do you improve sales performance?  I’ve read a lot of sales studies in my time and most of them state the obvious (“sales leaders are worried about a downturn in the global economy” … no kidding?  Me too) or raise questions that only an expensive consultant will tell you the answer to. However, the

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LinkedIn is so hot right now … and getting hotter. 🔥🔥🔥 If you’ve been hiding in a cave, LinkedIn operates the world’s largest professional network on the Internet: More than 610 million members in over 200 countries and territories. Professionals are signing up to join LinkedIn at a rate of more than two new members per

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The Perfect Close by James Muir is a wonderful resource for anyone seeking a reliable and memorable framework for closing sales. A complete blueprint founded on discipline and old fashioned, honest to goodness hard work to win you the deal. Do you find selling hard? You’re certainly not alone. Account Managers are often accused of

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Getting to know your client is an important element in becoming a trusted partner. It’s what they don’t tell you that you need to find out. Here’s some of my favourite questions to ask your client to reveal what lies beneath. You don’t know what you don’t know Do you really know your customer?  Are

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As an Account Manager, there’s always something to negotiate.  Whether it’s setting expectations or upselling a new product, a commercial discussion is inevitable.  Too often we retreat from these conversations because we have a great relationship with our client.  Selling feels manipulative.  We want to be liked.  We don’t want to be annoying.  We empathise with

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