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Sales Today

Aug 17, 2022

Wesleyne is a 'recovering chemist' who transitioned into an international sales manager leading teams of technical sales reps so understands the challenge of that role. She now focuses on helping others in Science, Technology, Engineering and Manufacturing succeed in selling.

We discuss what makes this type of sale...


Aug 7, 2022

Ben is back! This time with his coaching hat on to elicit a story from Fred. After a reminder of why the method is so powerful, he explains the process and then uses it in real life signposting the stages. Is Fred clear on his customers? What is the old way and what has changed? Can he create a deep enough subconscious...


Aug 3, 2022

Telling prospects not to buy the entire package straightaway... is this crazy? Chris explains that while it may initially cost him in commission he also knows that the customer is guaranteed to fail if they buy everything at once. It is all to do with having to deal with too much change. Even when they want to move fast...


Jul 27, 2022

Are you a strategist, change agent and decision architect? If you are selling B2B at a senior level you need to be. Douglas shares some of the principles and frameworks he has outlined in his book written as a result of his own sense-making. Sales professionals need to understand the overlapping external, organisational...


Jul 25, 2022

This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Mohamed is a marketer 'with a twist' and we talk about the importance...