Sales
What Is Consultative Selling And How To Actually Do It
Consultative selling is not a softer way to pitch. It is a way of selling where the diagnosis comes before the product, and the buyer does most of the thinking out loud.
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Insights
Real ideas for real conversations.
Things I've noticed selling, leading and sitting inside other people's sales teams. Useful whether you sell for yourself or run the team that does. Written the way I talk, which is to say plainly.
Sales Leadership
Sales Coaching That Builds Skills, Not Just Checks Numbers
A pipeline review tells you where a deal stands. Sales coaching helps you see what a rep needs to do differently. Here is how to connect the two.
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Performance
What Makes A Motivational Speaker Worth Booking
Motivation on its own wears off in about a week. Here is what separates a session that lifts a room from one that also changes what people do.
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Sales
How to Follow Up With Sales Leads Without Sounding Pushy
Another reminder rarely gives a buyer a reason to reply. Here is how I would make a follow-up useful and agree on what happens next.
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Sales Leadership
The Sales Review Questions That Actually Work
Most sales reviews turn into number reading. A few better questions turn the same hour into coaching that changes next month.
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Sales Leadership
What Nobody Tells A First Time Sales Manager
Getting promoted for selling well does not prepare you to lead people who sell. The first six months decide what kind of manager you become.
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Sales
Handling Price Objections Without Reaching For A Discount
When a customer says you are expensive, the fastest answer is a discount. It is also the answer that costs you the most.
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Sales
Why Most Deals Die In The Follow Up
Most lost deals are not lost in the meeting. They are lost in the quiet weeks after it, when nobody decides who does what next.
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Sales
Objection Handling In Sales: What To Do Instead Of Arguing
Most objection handling training teaches you to respond faster. The better move is to slow down and find out what the objection is actually protecting.
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Sales
How To Choose A Sales Keynote Speaker For Your Annual Kick Off
Most kick off sessions are forgotten by the following Monday. Here is how to pick a speaker whose session still shows up in customer conversations weeks later.
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Sales Leadership
What Is Key Account Management And Who Should Run It
Key account management is not senior account servicing. It is a different job with different measures, and most companies never make that distinction clear.
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Sales
Sales Closing Techniques That Work Without The Pressure
The closing techniques people remember are the ones that make buyers uncomfortable. The ones that work are quieter, and most of them happen long before the close.
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Sales Leadership
Sales Manager Skills That Matter In Your First Year
The skills that make someone a good salesperson are not the ones that make a good sales manager. Here are the ones worth building first.
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Making Sales Simple
Sales Doesn't Need More Secrets
A new sales methodology cannot fix weak daily habits. Start with one recurring breakdown in discovery, qualification or follow-up, and practise the repair.
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Sales Leadership
The Pipeline Review Most Teams Are Having
A useful pipeline review replaces hopeful updates with buyer evidence, practical coaching and one clear next action for every deal discussed.
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AI & Sales
What AI Changes in Sales, and What It Doesn't
AI can speed up sales preparation and administration. I explain where it helps, where it can mislead, and what must remain your responsibility.
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Leadership
The First Ninety Days of a New Sales Manager
A new sales manager must move from winning deals personally to building a team that can sell well without constant rescue.
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Sales
Why Your Follow-Up Is the Whole Job
Useful sales follow-up is not chasing a reply. It helps the buyer make a decision, resolve doubts and agree on a clear next step.
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Career
The Career Question Behind Every Sales Target
Sales targets matter, but so does the career behind them. Learn how to connect performance with capability without making growth another source of pressure.
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Videos
Short sessions
One Fundamental at a Time
A short explanation of the idea behind Making Sales Simple and why teams improve faster when they change one thing at a time.
The Question That Changes Discovery
One question that moves a discovery conversation from surface answers to the real decision criteria.
Podcast
Longer conversations
Selling Without a Script
A conversation about why scripts fail experienced salespeople and what to use instead.
Work With Sharat
Let's make your sales simpler.
Tell me what is happening in your team right now. If I can help, I will say how. If I can't, I will say that too.