Account Development

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The Accidental Salesman® business development programme is launched

Tuesday, June 17th, 2008

If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting! I am delighted to announce the launch of my Accidental Salesman® business development programme. It is designed for business owners who are struggling to find enough time to devote to prospecting and sales activity. If you find that […]

What is a good sales pitch?

Saturday, May 31st, 2008

It seems that everyone knows what a sales pitch is and yet few know what is a good sales pitch except when on the receiving end of one! This article aims to demystify what is a key part of the sales process. Whether we like it of not, if we want someone to say […]

A sales person’s nightmare

Thursday, May 1st, 2008

You spend a lot of time, effort, and money winning a new customer. You treat them well and they come back for more and more, right? Are you sure? My experience this morning with the service department of a prestige car dealer is beyond belief.
We have bought a similar car from them several […]

The most important decision you ever make in sales….

Wednesday, April 23rd, 2008

The most important decision you will ever make in sales is deciding to become a student and learn the craft.
When I was a trainee accountant I would show up at the classes because it was part of my job. I hoped one day to be a qualified accountant but I was just going through […]

3 questions to accelerate your business growth

Tuesday, April 15th, 2008

Something for you to ponder during your coffee break…….
If there was one thing that you could work on that would dramatically increase your sales results…..what would it be?
What could you do today to start working on that one thing?
What WILL you do today to start working on that one thing?
Some people ask me how […]

Tips for networking : improving your networking conversation skills

Sunday, February 10th, 2008

A great conversationalist is not born. He or she is made. I know that for a fact as I used to really struggle to join in a conversation except with people I knew very well. There are some easy steps to take to improve your conversation skills but it is something you need […]

Transform your sales in 90 days (premium)

Friday, February 8th, 2008

Sales training is important in developing sales teams but there are often other issues that can have a faster impact on sales growth and a larger return on investment. Indeed, with the five areas that I discuss below, each will amplify the likely returns from any future investment in sales training: These areas are […]

A bird in the hand!

Monday, February 4th, 2008

I have been preparing for a chamber of commerce talk I am giving in a couple of days time on ways to significantly grow sales without sales training. One of the areas is in relation to existing customers. I see so many smaller businesses that are struggling to generate enough new leads when they […]

A small difference can make a big difference

Wednesday, January 30th, 2008

When I was walking in the mountains of Peru last year it was amazing that despite walking at a very slow pace we seemed to cover a lot of ground within the space of a day. We live in an instant gratification society. We are so used to getting things straight away that we […]

Getting help with your sales

Thursday, January 10th, 2008

In this recording I am interviewed by Chantal Cooke of Passion for the Planet Radio about the various options available to get help with your sales. Our discussion includes:

Using commission only sales agents
Outsourcing your sales activity
Recruiting sales people

We discuss the benefits and pitfalls of each and go into quite some detail of how to […]

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