Orbital Net – a Telecoms company based locally to me started 2025 by getting me in to do some work with their sales teams. Their sales department is split into essentially hunters and farmers; one group whose job is to find and engage with potential clients so that, when they have a need, they give Orbital Net an opportunity to tender for their services. The other team then provides account
A timeless classic of a book – it does what it says on the tin! Like everyone else I know who is a fan of this book, it has remained close by ever since I was introduced to it back in 2005. I was given an original copy which, despite being written using language and anecdotes from the 1930s, hooked me instantly as I already recognised several principles as natural
Is using it worth it? What’s the best way to use it? What can I expect to get from it? Just a sample of lots of questions about LinkedIn which come to mind when thinking about using it. I’m not a LinkedIn coach nor do I sell courses on how best to use it – I’ve been using it regularly since September 2008 though so have a pretty good idea
Not your boss’, not your customers’ and not your colleagues’ – it’s all down to you and that’s why you struggle to properly switch off when on holiday. That’s why you convince yourself that it’s ok to check emails and take work calls. That’s why you convince your partner and children that you must still work otherwise you can’t go on holidays. That’s why you will miss opportunities to create
Ok, not everyone is cut out for a career working in sales but why is there still a huge lack of understanding that learning sales skills can help achieve success in many other careers? I recently met a careers leader from a local school and asked her if she ever suggests working in sales to her students. She was honest enough to say no which was frustrating to hear yet
Vilfredo Pareto – born in Paris just like I was and that’s where our similarities end. Amongst many other achievements during his career, his observation that, in Italy, 80% of the property was owned by 20% of the population became the foundation for the Pareto Principle which states that, for many outcomes, 80% of the effects come from 20% of the causes. When I first heard of this, I set
When prospecting for new customers in B2B sales, every interaction counts and the art of the follow-up will make all the difference between winning or burning an opportunity! Whilst the initial contact is obviously important (can’t get to the end without starting), it’s the strategic follow-up that determines the outcome – these are the specific reasons as to why tactically following up with prospects is a critical element of any
A beautiful contradiction in the life of a salesperson. Whether you’re doing outbound yourself or someone else is on your behalf (be that employees, freelancers or agencies), this principal remains key to building connections with potential clients. Think back to the last purchase you made…. Before you even checked the cost, did you picture the outcome of you making the purchase? How did that make you feel? Happy? Excited? Relieved
Whether or not you’re asked this by the other person – this should be at the forefront of your mind with all sales communication; what is the beneficial outcome to the other person in what you’re communicating to them. You’re on a mission to find some new clients and sell them your services/products. You know what your service/product is, you believe wholeheartedly in it (if you don’t BTW, don’t expect
Back in the summer of 2022, I saw a post that Owain shared on Facebook highlighting the benefits of a career in sales. The post really caught my eye as I have always had an interest in exploring opportunities in sales but had very limited knowledge of the industry. Fast approaching my 40s with no sales experience, a background in the building industry and 12 year’s in the Fire &
