Archive for the ‘Speaking’ Category

Case studies are a great way to showcase how good your solutions are. Done properly, they are a way of promoting yourself without the hard sell. Most people focus on… Read more

The most important presentation in any organisation is the sales presentation. If nothing is sold there is no money coming in and no business to continue. Contrary to popular belief… Read more

There are three things your audience expects when you speak to them. That you are confident. If you’re not confident you look as though you don’t believe your message That… Read more

Most (not all) buying decisions are based on either covering our backside, or positioning ourselves favorably in the eyes of others. No one wants to be known as the person… Read more

The buyer does not care about you. They don’t care how old your company is, how long you have been working in your position or how many awards your company… Read more

The role of any person in sales is to meet the buyer, understand their problems and guide them to the sale. The role of the buyer is to evaluate the… Read more

There are three types of information that we deal with every day. They are: Context – Big Picture Content – nuts and bolts Meaning – the impact. It is the interaction between… Read more

When app developers ask if I would recommend their app they are assuming that I wantto recommend it. I’m not sure if anyone sits around thinking, “Now who can I recommend… Read more

Sales people and buyers have a different perception of time. A sales person is very reactive. If the phone rings they answer it. If an email blings they check it…. Read more

A week out from the football Grand Final is not uncommon for the head coach to bring in a coach from another sporting discipline. It might be a hockey coach,… Read more