Only the Qualified Survive
Any sales manager worth their salt will only forecast a sale once they are satisfied it’s fully qualified. But what does that mean? Just what is ‘qualified’? At its most basic level we’re taught a few...
View ArticleMasking the Objective – A story of Indirect strategy
Some 15 years ago I was consulting to a major account sales team who were selling to a large multi-national ($100Bn+). They were a relatively minor supplier to this customer. The incumbent supplier had...
View ArticleYou never hear the Bullet that Kills you, a story of Direct vs Indirect strategy
This is a story of woe. Imagine a young salesman. Straight off of closing the biggest deal in his company’s history. $5m of software in 1989. To say I was full of confidence and full of myself would be...
View ArticleAristotle in Sales
That Aristotle was one smart Greek. He wasn’t even thinking about sales people at the time, but he still laid some of the key foundations for successful selling. When we think about Greeks and geometry...
View ArticleAre Rock Stars the Answer?
As brain surgeons go, I guess I would be far to the left of the 1st quartile of a normal distribution. Translation: You probably shouldn’t ask me to perform surgery. As a professional boxer, not much...
View ArticleThe Sales-Pilot
Imagine sitting on a plane and the pilot makes the following announcement “Ladies and gentlemen, I’m pleased to welcome you on-board our flight today. I just want to let you know that we’re going to...
View ArticleHurry up and do nothing
Imagine you are a commercial pilot, you’ve just taken off, you’ve climbed to a little over 2,000 feet and you lose both your engines. You have been hit by a flock of geese. You can’t make it back to...
View ArticleHaggling
Anyone who has watched the Monty Python movie, The Life of Brian, may recall the market scene where Brian attempts to hide, in plain view, from the chasing Romans by appearing to be making a purchase...
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Sales Accelerator
The Sales Accelerator Learning-Track has been developed as a complete end to end sales process that integrates best practices in developing Customer Insight; relating customer Problems to impact on...
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Sales Accelerator Plus
This Learning track is designed for the sale professional who wants to engage their customers in challenging, conceptual dialog. In addition to the standard Sales Accelerator Track, attendees will be...
View ArticleHello world!
Welcome to WordPress. This is your first post. Edit or delete it, then start blogging! The post Hello world! appeared first on FourThirds.
View ArticleStorytelling
Every aspect of our lives is made up of stories; Music, films, books, conversation. Business is stitched together with stories. Stories about brands, stories used in coaching sessions, stories put...
View ArticleThe 5 C's – Impactful Sales Questioning
Recently I presented the 5 C’s as part of ‘The Art of Questioning’ sales training programme. With questioning being a fundamental skill of selling, which sadly is not used enough, a number of the...
View ArticleAstonishing Baku
What an amazing experience. Ian and I were speaking to 300 marketing professionals at a Conference in Baku, Azerbaijan and my knowledge of Baku was quite limited to be honest. This has certainly...
View ArticleIn Your HEART – Diary of a Mountain Cyclist! Part eight
DAY 8 September 27th, 2009 Today was going to be 2 halves. A visit to the Dalai Lama’s home and ministry including the temple followed by a 14 hour car trip to Delhi. The ministry is located in a...
View ArticleIn Your HEART – Diary of a Mountain Cyclist! Part seven
DAY 7 September 27th, 2009 It was a later start this morning with breakfast being served at 8am. There was a covering of low cloud that kept rolling in and out. Ian was tinkering with his bike again....
View ArticleIn Your HEART – Diary of a Mountain Cyclist! Part six
DAY 6 September 25th, 2009 I slept for 10 hours solid awaking to a cup of tea in bed. We had stayed in an eco guesthouse. The water was from the spring, and many of the ingredients for our dinner and...
View ArticleIn Your HEART – Diary of a Mountain Cyclist! Part five
DAY 5 September 24th, 2009 The day started with breakfast around the campfire. We had slept in our tent on the side of a hill overlooking the river Ravi. We had a long cycle ahead of 80kms and as we...
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