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Answer: who you hang around with matters – a lot.  Consider this tale: A man found an eagle’s egg lying on the ground and he took it home and put it in a nest of one of the hens on his farm. The eaglet hatched with th…
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Here is Issue 4 of the MG Salesletter with articles on the Challenger Sale, avoiding the MICE trap, knitting and nerds. To find out more about these exciting topics, please click on the image to download it.
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I’ve been running an unofficial straw poll on this over the last few months and there are two questions that participants tell me they hate the most in sales meetings: Can you tell me a bit about your company? Why sh…
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The more you differentiate your business from your competitors, the more people will be prepared to pay you… I was in London last week meeting a customer to talk about their sales plans. I took the train to Paddington, …
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How to Avoid the MICE Trap James Bland, head of Hotels Customer Experience Management at market research company BDRC Continental and co-author of the 2013 Meetings Market Survey, spoke about the most recent market tren…
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The Challenger Sale has been advertised as ‘the biggest shock to conventional sales wisdom in decades’. In our view, it is a great book but the ‘wisdom’ is definitely not new and the ‘shock’ is more akin to a ‘flicker’.…
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Find out why Mark Gallen and Helen Sandman of MG Sales Performance like their toothpaste so much and what it has to do with the Challenger Sale. See them present at the HBAA Forum on Friday 6th September. The Challeng…
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My local cricket club staged a celebrity cricket match to raise funds for charity recently. It was a great afternoon on a sunny Sunday, lots of Pimms, runs and wickets. My family and I hadn’t planned to attend but becau…
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Discussion: Selling with insight – how well do you really know your customer? In today’s competitive climate being able to differentiate yourself and your product is key to being successful.  To some buyers everything i…
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Here is Issue 3 of the MG Salesletter with articles on tennis, cricket, drinking in London and French kissing in the USA amongst others. Something for everyone! Please click on the image to download it.
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The RFP process – is it broken? This question and others were discussed at the 5th MG Sales Talent Network on Thursday 9thMay – a quarterly invitation only event for sales leaders in hospitality and travel. The panellis…
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Or more importantly, what’s your customer’s preference when receiving information? Is he a ‘top liner’ or someone that likes the detail?   The more you understand about your customer’s personality the better equipped …
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Sales team last seen kicking and screaming…. I recently met with a Director of Sales. He ran a big ‘on property’ sales team and had achieved a great deal of success in 2012. But a huge piece of business that made 2012 s…
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Not on our circulation list?  Drop us a note and we’ll include for next time. Email hello@mgsalesperformance.com
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How you get on with people will obviously have a massive effect on your selling ability.  If people don’t like you, they’ll be unlikely to buy, no matter how good your product is.  And yet everyone is different which is …
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Times are tough, you’re having to work harder to get revenue than ever before and if your team aren’t conducting fabulous conversations with your lovely customers, then conversions will be a struggle. If you’re listenin…
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