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Insights and advice to help grow sales in your business

Two Things You Need to Know to Negotiate Like a Boss

Alex Chan 25 Sep 2021

Do you negotiate with customers daily? Are your margins eroded due to price pressure from competition? Can deadline pressure result from tough negotiations? Can customer complaints result in negotiation?

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Why Deals Stall

Alex Chan 21 Jul 2021

I remember in my sales management days I inherited a BDM when I started a new job whom I’ll call “Peter”. He had over $4 million  worth of opportunities he was waiting to close, and plenty of new opportunities he had generated too. His pipeline was more than impressive, it was exciting. However, as the weeks turned into months most of the deals weren’t closing. They had stalled.

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Why Data Driven Sales Teams Outperform All Others

Alex Chan 23 Mar 2021


Do you want to know one of the most common weaknesses we find when asked to improve a sales team? 

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Sales process

Why ‘A’ Player Salespeople Have Covid Immunity

Alex Chan 25 Feb 2021

“Covid!”  “Lockdown!”  “Adapt!”  “Pivot!” 

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Sales growth

Understand category vs. product selling to grow sales

Alex Chan 19 Nov 2015

If selling on value is the way to defeat selling on price then what can we do to provide more value to increase our sales results?

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Sales strategy

How poor strategic capabilities cripple sales

Alex Chan 17 Nov 2015

In 2008 the greatest recession since 1929 slammed into the world with full force, which we have come to know as the Global Financial Crisis.

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Sales tips

How to turn around a skinny sales pipeline

Alex Chan 10 Nov 2015

Working out how to inflate or accelerate a skinny sales pipeline is an issue we all deal with at some stage.

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Sales leadership

Two totally different examples of sales management

Alex Chan 17 Nov 2014

Here are two sales management examples that result in two totally different outcomes.

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