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 simple acronyms. The first one I was taught was MANT. MANT -...
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 we might think first about that other guy, Pythagoras. But it’s...
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 better. I’d likely need a brain surgeon. As a pilot, I’d hopefully...
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 the airport and you are surrounded by the concrete jungle of a large...