Speak to the right person… always!

If you’re desperate for making the quota, get this, you won’t. Especially if you keep doing the same things and expect different results. The other day I spoke about the importance of having a rock-solid sales process, but even the world’s best process won’t save you if you’re speaking to the wrong person. And guess, […]

Don’t sell without a process

I’m relatively new to sales and business development. The shift from marketing/marketing communications wasn’t really a smooth ride since I took it upon myself to create a sales process from the scratch. Apparently, there is and element of risk when you’re being proactive. I hadn’t realise that up until that day when I got on […]

The buyer’s process

If you’re an entrepreneur or a freelancer or a business development expert you’ve been shown the door, brushed off, asked not to contact again or worst, been told: “they’ll think about it and get back to you.” Right? If that’s you, then let me tell you one thing — I’ve been there myself and can […]

Rejection proof!

If you’re hesitant to ask or answer a question, even if your life depended on it, there’s ought to be a reason for that. And we all know what it is — the fear of rejection. Although rejection is almost never personal (I said, “almost”) it sure does feel like it. Now, I don’t want […]