If you’ve ever been put on a Performance Improvement Plan (or PIP) by your company, you’ll know what a stressful time it is. You probably think it’s your company’s first step to firing you, that they’re just covering all their...

Epictetus, the Greek Stoic philosopher, was the first to say it. “We have two ears and one mouth so that we can listen twice as much as we speak.” Sure it’s a cliche, but for a reason. You make sales by listening, not speaking. However, we’re...

No, it’s not another article about your diet, today I’m talking about a different type of gut. I’m talking about that sinking feeling you get in the pit of your stomach when you know something isn’t quite right. I’m talking about how...

After a presentation, 63% of people remember stories. Only 5% remember a statistic.’ As discovered by Chip and Dan Heath in their influential book, Make It Stick. Of course, 95% of you won’t remember this fact after you’ve finished this article, but...

We’re lucky people, you and I. We’re both successful, good-looking, modest, and as well as being great salespeople, we occasionally get to buy things as well. We get to see the transaction from both sides of the fence. When we buy...

What makes you a successful salesperson? Is it being able to grind out results, working hard when everyone else has gone home? Or is it your training? Were you taught by the best, practising regularly to improve your skills. Or,...

When it comes to LinkedIn so many of us are just doing the basics, and some of us aren’t even doing that. If all you’ve done is put up a half-hearted profile, connected with a few people you already know,...