My Mother, like yours, I guess, has always been a fountain of wisdom. Like most sons, I didn’t recognise how wise she really was until I was well into adulthood. Mum is still with us; well into her 80′s now and she still has a very active mind thanks as she says, to being a very active [...]

A client called to discuss with me that he’d not been getting the results he’d wanted from a salesperson. The salesperson’s reports had shown lots of active prospects and that sales from many of them were “just around the corner”. However, when the client decided to examine what that meant a little closer, he found [...]

If You’re Using Email As A Marketing Tool, Then Failing To Read This Could Cost You Thousands. (This is a lengthy article so if you prefer to print and read, take this link to a pdf version – Perils of Email Marketing ) Due to the enormous levels of email abuse by the unscrupulous, Governments both [...]

This is an older article, one I wrote back in 2004. It’s now on many other article sites around the world and ranks very highly. For that reason, I’ve posted it again on this site. My mother instilled in me an ethic of reliability and punctuality. It’s been with me for as long as I [...]

Having spent 33 years working with, training and managing salespeople (and being one myself), I think I’ve earned the right to make a few observations about them. Here’s what I believe… Not everyone is cut out to be a salesperson Not every salesperson will succeed Recruiting salespeople isn’t easy Managing them can be very frustrating [...]