How do we ensure our communication is understood? How do we get communication to be relevant, interesting, and exciting to the other participant?

As an Expo exhibitor and visitor, it often surprises me how little thought seems to be put into preparation of the stand, and how unprepared the sales team can be who are on the stand.

If you ever want to polarise opinion in a meeting of sales managers, just start talking about psychometric testing.

Why do buyers often introduce ‘irritants’ like arranging for your competitors to be visiting them just before or after you so you pass in reception, or saying they just had a comparative quote 10% lower than yours?

There is no question that in these economically uncertain times, sales leaders will need to get a whole lot smarter and more shrewd if they are going to keep and grow their existing customer base.

We received a cold telephone call at home a couple of weeks ago from a company offering private tuition for children.

Proposals have a special place in the mind of many sales people. They are one of the milestones of the sales process and are often the main weapon in the sales armoury. They are the ‘meat of the dinner’.

Paul Newsom explains the one consistent thing the world’s top performing sales managers do.