A Tale of Two Grandfathers

A Tale of Two Grandfathers

Nature and Nurture at Work Everyone has a story of how they came to be. These stories are fascinating to me. What experiences or stories shaped us? In whose footsteps do we follow? What’s in our nature, and what qualities or values have been nurtured? The ‘nature and...
Why People Buy

Why People Buy

I have three words that I think of when I am trying to get somebody to buy off of me – LIKE, KNOW, TRUST. The first thing that I always do (because we all buy off people that we LIKE), is to develop rapport. I do this by asking good questions, being authentic as...
5 Golden Rules of your Competitors

5 Golden Rules of your Competitors

“Competitors push you to achieve more.” M Cobanli 1) Never Underestimate Them One of my old bosses taught me about the concept of positive paranoia which is an extremely useful mindset when lining up against someone for a big deal. Put yourself and your...
The Sales Funnel and Why People Buy

The Sales Funnel and Why People Buy

In February 2020, I googled “Sales Funnel” and got 45 million hits in 3.4 seconds, this year I got 52 million hits in the same time frame. Spreadsheets, diagrams and flow charts with anywhere between 3-12 stages; it all gets very confusing so VERY quickly;...
Managing Sales People – What to Measure?

Managing Sales People – What to Measure?

I have written before about “leading and lagging” indicators when measuring sales performance which you can reread by clicking here. More recently I read “Cracking the Sales Management Code” by Jason Jordan and Michelle Vazzana which I highly...
Tune Into Neuroscience To Succeed At Sales

Tune Into Neuroscience To Succeed At Sales

Last year I was out on the road with a struggling sales person and met one of “his” customers, gathering many insights (though the sales person was doing more observing than anything else…). In our debrief he said he didn’t need the information...

Charlie Pidcock

SUBSCRIBE
close-link