O.K. there isn’t one. But my experience with prostate cancer taught me that the frightening process of diagnosis, treatment and (for most) recovery is NOT a humour free zone. You have probably heard the phrase “laughter is the best medicine”. I can report that even in the most difficult of

It seemed ironic that shortly after my recent mortality awareness course (the Heart Surgeon insisted on calling it a Quadruple Heart Bypass but for me it was more than that) that I should be invited to deliver the Eulogy at the funeral of a good friend who after a long

“Are You Having any Fun”? A Speech about the serious role humour plays in supporting individual mental health at work, at home and in the face of adversity. Inspired by real life experiences and the British Armed Forces WW2 song “Hitler Has Only got One Ball”. One of the greatest

You should always make that one last visit even if it is without an appointment. I am very firmly of the view that field sales people should never go anywhere without an appointment. I have practiced and taught the art of appointment generation. It is vital skill that all field

When was the last time you asked a trade customer for a testimonial? Seeking testimonials and using them should be in every field sales persons (AND their managers) DNA. Genuine testimonials make powerful sales tools when used effectively. Plus they are free. During a long B2B sales career it amazed

You probably know the old sales acronym “ABC” which means “Always Be Closing”. I firmly believe in asking for an order in the B2B sales environment and have provided a few of my favourite and more importantly proven ways of asking for the business below, but always closing, (in all

Like you, I have for many years donated to charity and sponsored family, friends and business colleagues as they have taken part in charitable events. This time I am actually doing something myself. My wife and I are taking part in the inaugural Pets As Therapy Sponsored Dog Walk taking