Posted: 15/01/2012

Misplaced Emotion

On sales people who allow emotion to cloud their judgementRead More

Posted: 29/11/2011

Tiny Cogs

On committing to project plans.Read More

Posted: 09/11/2011

Nil Desperandum

On the plight of the desperate sales personRead More

Posted: 24/10/2011

Squeeze it in sometime?

On prioritising workload when a tender arrives.Read More

Posted: 03/10/2011

Don't Go Hanging Around Tube Stations

If you want to sell your product or service you need to have some understanding of how people buy it.

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Posted: 19/09/2011

Some you win ... some you lose!

The outcome of a tender is binary - you win ... or you lose. Read More

Posted: 18/07/2011

Spot the Difference

If you are selling a product or service at a premium price you must demonstrate value. All good sales people know that. How then do you sell that value?

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Posted: 21/06/2011

A Credible Business

On Public Sector tendering opportunities for smaller businessesRead More

Posted: 09/06/2011

A Perfect Match!

On smart targeting of prospects

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Posted: 25/05/2011

Now where did I put that ...?

On finding the exact tender material that you wrote before and now need againRead More

Posted: 19/05/2011

"Hello. It's me again!"

In order to stay on their prospect's radar, they will often, rightly, diary ahead reminders to make contact on a periodic basis. Of course, being diligent sales people, they will never miss a contact.Read More

Posted: 18/05/2011

Increase Your Profitability

Want to hear about...?

• Looking after your money
• Increasing your profitability

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Posted: 10/05/2011

Why Bother?

On not regarding a tender as an isolated process.

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Posted: 17/04/2011

The Bird in the Hand

The importance of working hard at keeping existing customersRead More

Posted: 04/04/2011

47,000 words - not enough detail

It's not how much you say, it's what you say

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