How the pandemic has impacted the IT Sales Profession
‘They might want a face to face with me, and I might not want to or not be allowed to, but a competitor might be okay with it. And suddenly does that then make
Five Tips for managing conflict and delivering your sales plan
In last week’s article I examined the impact of conflict on your brain and linked it back to sales plan execution. This week I’m going to provide you with five tips for mastering conflict using
Is your Amygdala hijacking your sales plan?
In a previous blog I examined why we are so poor at executing sales plan which covered, what I would call, the operational part of execution. But other factors cause poor sales plan execution. One
Cold shower anyone?
If you’re anything like me, you probably need lots of energy to achieve your goals. Over the last four years I have really concentrated on this aspect of my life and as many of you
What neuroscience tells us about the current sales process
Most people hate process. Or at least the word. It conjures feelings of boredom, tediousness, frustration. Lots of talk about efficiency and effectiveness. And lots of confusion about the difference between the two. Yet, process
Why are we so poor at executing sales plans?
Over the last nine months I have been involved in a whole bunch of sales planning for clients, both as a facilitator and as a planning coach to facilitators – in fact I was