The Sales Hub
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Sales negotiation isn’t a game of who can talk last. It’s a skill and the best sales people know that the deal is won before the paperwork hits the table.
Here are the 7 immutable rules I teach sales...
One of the most common (and frustrating) objections in sales...
But is it always about the money? According to a great read on the Nutshell blog https://www.nutshell.com/blog/tips-beating-the-no-budg...
Sales success isn't one-size-fits-all. Depending on the situation, you need to adapt your strategy. Here are five core approaches that can help you close deals and win against the competition.
- Fron...
My son Tom took a fall while snowboarding and fractured his wrist. Initially he was also blacking out too due to the shock and not from a head injury (thank goodness!).
Within minutes, the ski field ...
Here’s How to Separate the Two, Without Breaking Either One.
In B2B sales, strong relationships open the door but too often, they get in the way of healthy negotiation.
Sellers think: “I don’t want ...
Align These 3 Sales Processes or Risk Losing Control.
Sales isn’t just about hustle.
It’s about alignment and the most powerful position in any deal comes when these 3 processes are working together...
Too many salespeople confuse “activity” with “progress.”
Sending a few emails, leaving a voicemail, and then crossing your fingers?
That’s not a sales cadence. That’s wishful thinking.
A true sales...
Too many sellers make the mistake of negotiating to win the deal — instead of winning the deal before they negotiate.
Here’s the truth:
If you haven’t already won the buyer’s mind and trust, you're ...
Not all negotiations are created equal.
To win more (and protect your value), you need to recognise which level you're negotiating on and adapt your strategy accordingly.
Here are the 4 levels of sa...
If you make cold calls, you've heard it: "I'm in a meeting."
I’ve been reading a few of Jeb Blount’s blogs recently where he points out that how you respond in that moment separates average reps from...
Implicit vs. Explicit Buying Signals in Sales
It’s one of the most common traps in sales:
You think you’ve won… but the deal still stalls.
Why? Because there’s a massive difference between an impli...
Sales isn’t about a single YES—it’s about a series of small commitments that move a deal forward. Every step, from securing a meeting to finalizing the contract, requires your prospect to say YES to s...
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