Most sales conversations are too comfortable. The prospect describes their problem. You nod. You explain how you can help. You both agree it sounds good. Everyone leaves happy. Then the deal stalls. [...]
Your job isn’t to convince people to buy. Your true role is to find out who is actually ready, and help them buy properly. Think about your best wins. The [...]
Every business has a priority list. The problem you solve ranks somewhere on it. The only question is where. If you aren’t in the top three, you will get bumped. A staff [...]
Warm leads are often the most dangerous leads in your pipeline – here’s why… Cold leads keep you sharp. You know they don't trust you. You know you have to [...]
I started my professional career giving advice in highly technical roles. I learned a lesson that stuck with me through every sales and business role since. The usual "know you, [...]
There is an old saying, "Ask and ye shall receive." The problem is most of us are conditioned not to ask, and that is costing us opportunities. Think of it [...]
One of the most useful abilities in sales is being able to step outside your own perspective. Most salespeople default to one view - their own. You’re sitting across from [...]
One of the strongest predictors of sales success is empathy - the ability to tune into your buyer’s thoughts, feelings, and emotions. But not in the way most people [...]
Most business leaders assume it’s spread evenly across everything they do. Deliver the service, tick the boxes, keep people reasonably happy. Simple, right? Here’s the thing: it’s not spread evenly [...]
Ever walked out of a sales meeting thinking that went well only for the prospect to effectively ghost you. There's no reply to emails, calls are ignored, and you're wondering [...]
If a prospect can’t see what makes you different, guess what? They put you in the “just another option” bucket. And when you’re just another option, the only way to [...]
Most business owners & sales managers obsess about the wrong thing. How full their pipeline is. Which is the wrong question. I’ve spent decades in sales – both at [...]
I’ve been grappling with a motivation problem around cold outreach. I find myself doing busywork rather than what I need to do to bring in new clients. And I’m willing [...]
These days, sales philosophy is full of advice like “add value” or “challenge your prospect’s thinking.” And yes, that matters. But here’s the catch: if your message doesn’t land, none of it [...]
Think about the last time you made a significant purchase — not a carton of milk, but something meaningful, maybe even expensive. A new TV, a piece of business software, a car. [...]
At its core, every buying decision, especially in high-value consulting is based on two key drivers: Outcomes: Will this help me get what I want? Experiences: What will it feel like to [...]
There’s a simple but powerful maxim in sales: Give people what they want, not what you know they need. If you’re a consultant or advisor, this runs counter to everything [...]
What will 2025 hold for you? As business owners we want to increase revenue (and personal wealth) while reducing expenses and risk. And if you have a team, improving performance and engagement. [...]
What the standard you walk past? As a leader what will and will you not tolerate? These questions have a profound impact on your business. Chief of Army Lieutenant General [...]
I believe one of the most important attributes we can have is empathy and compassion. Especially in sales dealing with prospective clients. We all want to feel accepted and understood. Your ability [...]
As a business leader, one of your most important tasks is to be strategic and lead. You are the one that sets direction. You are the one that is ultimately responsible for [...]
Why do your clients work with you? When was the last time you asked yourself how you create value for them? When I coach partners and consultants in professional services firms in [...]
What do you believe makes a really effective salesperson? On a continuum, is it someone with deep product knowledge at one end or someone with the gift of the gab [...]
This video is part of a business advice series focusing on leadership and strategy. It comes out of recent conversations I've had with business leaders regarding staff not working out for various [...]
I'd like to talk about the relationship between security opportunity and prosperity and the chasm of possibilities this opens up.
One of the biggest traps in B2B sales is not taking into account the personal agendas of every stakeholder involved in the decision. We’re all driven by WIIFM what’s in [...]
Ever had a salesperson obviously lose interest if they believe you’re not ready to buy? That’s incredibly short term thinking on their part as your prospect may never come back. [...]
I’m Rashid Kotwal. In almost two decades consulting to business owners I’ve come to realise all successful business owners and leaders exhibit certain traits that lead them to success. Now [...]
I’m sure you’ve heard of the “Golden Rule” Treat people the way you want to be treated. It’s a great rule for life in general, but in my opinion it’s not the [...]
Sales is the lifeblood of business. Your goal as a leader is to take charge, Lead Your Business to maximise sales revenue while reducing the time it takes for prospects [...]
Ever met a truly great persuader? The quintessential, “Could sell ice to Eskimos”. They all tell stories knowing we primarily make emotionally based buying decisions. They take you on a [...]
Successful businesses all undertake three distinct, intermeshed activities for consistently acquiring clients. Marketing, prospecting and selling. Let’s start with marketing. Marketing has two roles. One is to attract, inform [...]
Does bedside manner matter in sales? This might seem like a question more suited to your doctor, so bear with me. In any sales situation there is natural tension between [...]
Let’s talk about the elephant in every sales situation. It’s something felt by every one of us to some degree. And if which if left unaddressed can kill the sale. [...]
I’ve been thinking a lot about the natural tension between buyers and sellers. Buyers are worried about and thinking “What problems can you solve for me? What’s unique about [...]
Have you ever been talked out of a sale? Or even worse talked a prospect out of one? This story was related by a colleague, whom we’ll call Fred. He [...]
Do you intimately understand the problems your clients actually care about? The ones they would happily pay money to solve and make the required effort to do so. [...]
Are your sales people playing to their strengths? Or have you shoehorned people into roles they’re really not suited for? When working with sales teams one of my first [...]
I’m sure you’ve heard the proverb, “For the want of a nail the kingdom was lost”. I’m going to use it to describe a sales context where an act of [...]
I’m sure you’ve heard the cliché “No one wants a Drill. What they want is a hole”. But really, who the heck wants a hole for the sake of it? [...]
