6 February 2022 Selling Radio Direct with Pat Bryson Discussion has been ongoing for years about whether real, live salespeople will be replaced by mechanized buying systems. Some of...
1 December 2019 Peady's Selling Engagement Recently on his LinkedIn blog, a friend of mine, Mike Brunel quoted the late business coach and author Dan Kennedy who said: "never assume...
24 November 2019 Peady's Selling Engagement Here’s a subject I cover this time every year. Time to hear two of the most hated phrases in sales - "call...
10 November 2019 Peady's Selling Engagement Ever heard the phrase ‘analysis paralysis’? Basically, it means becoming so caught up in choices, detail and possibilities that we analyse, think, and...
3 November 2019 Peady's Selling Engagement An important part (some would say critical part) of finding new customers or prospects is networking and while daunting for some...
27 October 2019 Peady's Selling Engagement As many of you know I conduct sales training and sales coaching with media sales teams and their leaders. It’s a...
13 October 2019 Peady's Selling Engagement If you think customer satisfaction is enough to keep customers from leaving you. Think again! Although customers may have had a great...
8 October 2019 Peady's Selling Engagement I came across this fantastic saying the other day “the biggest communication problem is we don’t listen to understand, we listen to...
29 September 2019 Peady's Selling Engagement I recently caught up with a sales manager friend of mine and he shared his thoughts on sales and selling in...
15 September 2019 Peady's Selling Engagement Heard the phrase ‘prior preparation prevents poor performance’? It absolutely applies to your first call to a prospective customer. Many of the salespeople I work...
8 September 2019 Peady's Selling Engagement I was recently asked this question by a senior manager “It's been suggested by my team that I get out and...
1 September 2019 Peady's Selling Engagement Recently I was working with an experienced salesperson who told me he didn’t run “discovery” meetings with his top customers any...
25 August 2019 Peady's Selling Engagement Most of us would agree that a salesperson has to be enthusiastic. But unfortunately, too many are enthusiastic only about their product and...
18 August 2019 Peady's Selling Engagement Quick quiz: How long does it take for the average new salesperson to ‘ramp-up’ or be really effective?? Three months, six...
11 August 2019 Peady's Selling Engagement How You Sell Does Matter! Your selling style, or how you connect with a customer, more than anything else, determines sales outcomes. Your...
4 August 2019 Peady's Selling Engagement Regular readers will know I promote questioning skills as a vital component of any successful salesperson’s toolkit. If you conduct a...
28 July 2019 Peady's Selling Engagement To know how successful a salesperson is - just look at their numbers. But understanding whythey’re succeeding is a lot trickier.
21 July 2019 Peady's Selling Engagement Let’s start with an observation: In my opinion, most salespeople are overtrainedon their products and undertrained on sales skills! This results in them driving...
14 July 2019 Peady's Selling Engagement First impressions have the ability to make or break a business relationship. Within moments of that first meeting, people decide all...
7 July 2019 Peady's Selling Engagement Last time I talked about prospecting basics which generated some great feedback. My suggestion on using the phone rather than emails...
30 June 2019 Peady's Selling Engagement No matter what sales team I work with the challenge most often raised is that of prospecting. How to do it, when...
23 June 2019 Peady's Selling Engagement Making a sale is often the ‘end goal’ in selling but getting your customer to buy a product or service is...
16 June 2019 Peady's Selling Engagement Have you ever heard, or used, the phrase ‘value add’?? In the advertising and media world it’s our dirty little secret...
2 June 2019 Peady's Selling Engagement According to a study by Texas Tech University83% of customers would be happy to provide a referral after a positive experience however very few...
26 May 2019 Peady's Selling Engagement Think about the last time you watched a great movie or read a good book - compelling stories, interesting stories, relatable...
19 May 2019 Peady's Selling Engagement I’d like to share a story. Recently I was working on a project involving a sales team who have consistently missed...
12 May 2019 Peady's Selling Engagement Recently a friend of mine was at a presentation by the CEO of a medium sized company. During the Q&A he...
5 May 2019 Peady's Selling Engagement The other day I found an interesting piece of research from the Richardson Group about the big challenges facing salespeople. In their “2019...
28 April 2019 Peady's Selling Engagement I’m a huge fan of forbes.com - they consistently publish invaluable articles on sales, advertising, management and leadership. Recently I revisited...
21 April 2019 Peady's Selling Engagement Welcome to this week’s post on sales and selling success.I’d like to share a story. Currently I’m working on a project involving...
