Email Design Support Guide

"You train animals, you develop people" - Anon

Enterprise sales is not actually about selling, it’s about earning the right to move to the next step of the process, until you run out of steps.

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‘Fake it til you make it’...

...Is a mantra most people in business understand and one many of us have used as the cornerstone of our professional lives. Without occasionally ‘faking it’ along the way, we would never move up the corporate ladder or...

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“Wise men speak because they have something to say; fools because they have to say something.” - Plato

I interviewed a customer recently, as part of a workshop I was running for a client in the technology industry. One topic they asked me to...

There is only one boss: the customer. And he can fire everyone in the company, simply by spending his money somewhere else - Sam Walton (Founder of Walmart)

Optimising sales is the single biggest priority for sales managers and sales reps in...

B2B sales isn’t like a factory assembly line. While some elements of repetition may exist in sales, no customer or prospect in the world appreciates being shoe-horned into a sales process, which doesn’t align with their buying process.

A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the heyday of technology sales. I'm not sure if my grey hair had given him the mistaken assumption I’d begun my career...

The typical response to a slump in sales is to hire an external training company, in the hopes they can somehow arrest the slide. I should know, on more than one occasion over the past 5 years, my company Trinity Perspectives has been brought in...