By Richard Doyle | @Deverons1 “Richard, not everything is black and white!” Those are the words from a great mentor of mine, Jim Wallace. At the time and over the years, they have served me well. He was the President at S. J. Johnson Canada and I was the Director of Sales. Our discussion was about...
by Tim Hughes | @Timothy_Hughes | LinkedIn A friend of mine recently had a conversation that went something like this: “Friend: Hi, I want to talk about how we can run some campaigns in your accounts Supplier: That’s all very interesting but it’s Q4 and we are closing Friend: In-between closing do you have time...
by Tim Hughes | @Timothy_Hughes | LinkedIn Selling at C-Level has always been the “holy grail” of selling. Many people say they do it, but few achieve it. I recall sitting in a meeting, in a previous company, where a senior manager said that we would run a telesales campaign, to launch a new SaaS...
by Alex Low | @Alexander_Low | LinkedIn First, big congratulations to a lot of my network. I am seeing many updates and changes to profiles where you have been promoted or started a new role. It is always great seeing friends and peers progress in their career. The problem is that I have no idea...
by Adam Gray | @AGSocialMedia | LinkedIn We were talking to a prospective licensee the other day. They are a sales and management training company, and during the conversation they cited some research which shocked me. I mean, it shouldn’t have done because we can all see that the world is moving in this direction,...
by Alex Low | @Alexander_Low | LinkedIn “When does your quarter end?”. That was the first question that was asked by a prospect of a sales person I was talking to last night. Why did the client ask that? Because they knew that if it wasn’t, he would wait until it was as he would...
by Adam Gray | @AGSocialMedia | LinkedIn I have written about human nature before. But I keep seeing the repeating patterns of people espousing the virtues of “the old ways”. Not because they think the old ways are good, but because they so desperately hope that if they keep saying how effective those ways still...
by Tim Hughes | @Timothy_Hughes | LinkedIn On LinkedIn in the US and Australia we (in Europe) have watched an ongoing battle between cold callers and social sellers. Strange. Because from where we sit in Europe the argument was settled a couple of years ago. We don’t cold call anymore. So, I’ve written this for...
by Alex Low | @Alexander_Low | LinkedIn I am fortunate enough to sit on the board of the Army & Navy Club, known as The Rag. Recently I was at our annual club dinner. I don’t think the Chairman will mind me saying this; I am usually the youngest at these social gatherings by 20-30...
by Tim Hughes | @Timothy_Hughes | LinkedIn Motivational speaker Jim Rohn famously said that we are the average of the five people we spend the most time with. It stands to reason that social influence has an impact on us. We become more similar to the people we spend time with. If everybody at the office watches “Game of...
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