‘Hi, I’m just checking in on you since the last time we spoke…’. All too often, this is how some salespeople shoot themselves in the foot. But, wait, I hear you think… What’s wrong with checking in on a prospect? Let’s take a look.  Your call is an interruption. It’s always an interruption unless...

Everyone in sales knows the feeling: being denied access to a decision-maker. Someone – a gatekeeper, a Blocker – is doing everything in their power to stop you. How can we get beyond this? How can we access key decision-makers and progress our sales opportunities? Blockers – apparently – love...

“It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness…”. This is how Charles Dickens opened A Tale of Two Cities, in 1859. With the recent economic downturn, this seems just as relevant as ever. Businesses are reopening their doors, yet still...