Topic: Sales Management

Mongrels, Sales & Speaking – Podcast Appearance with Sarah Archer on Story Led Marketing

  We’ve understood for a long time that the distinction between sales and marketing has become indistinguishable – and recently Sarah Archer got me to discuss why I think that is and how my consultancy and training division helps companies overcome that hurdle. We tackle topics like The history of the Mongrel Method and why... Read More

Stop Playing Fetch

SAMUEL SAYS: THE CLIENT NEEDS TO BE INVESTED IN THE SALES PROCESS Weekends at the vineyard were Samuel’s favorite. They gave him the chance to hit up hundreds of different people for a game of fetch. As soon as they got out of their car in the parking lot, he would drop his ball at... Read More

Work Like A Dog – Plan to Succeed

SAMUEL SAYS: PLANNING AND DISCIPLINE ARE KEY TO SALES SUCCESS. You’ve heard it a thousand times: Fail to plan, or plan to fail. There’s a reason that adages like this become common – they’re true. I know that as successful sales people, we are the best and brightest, but even seasoned pros need to be... Read More

Going to the Vet – Digging for Evidence that Your Solution Fits Your Client

SAMUEL SAYS: DIAGNOSIS SHOULD ALWAYS PROCEED PROGNOSIS By jumping straight into a solution or “prognosis” during a sales appointment, there’s a high likelihood you’ll blow the opportunity and lose the sale. A good salesperson will tell you that the majority of your time during a client meeting should be spent in uncovering your client’s needs... Read More

Poodles Bite Too – Predict Client Behavior Throughout The Sales Journey

SAMUEL SAYS: MARKETING INITIATIVES NEED TO FOCUS ON THE CLIENT’S INTENT. Data and tools like Artificial Intelligence give Marketing the tools needed to predict their buyers’ behaviors – and that information is what should be used to drive marketing campaigns. So how do we predict our clients’ intent? We look closely at things like: What topics... Read More