Sales Performance Coaching Newsletters

Click on the links below for access to  newsletters on a variety of sales, leadership and coaching topics.

Sign up to receive Ian's newsletters regularly in the box to the left

Got a topic you'd like the Sales Coach to write about? Email him.

Will you make it through the current economic turmoil?
Part 5.2 - Execution: Power
For many people it takes enormous will and often courage to act. The interesting thing is that the “doing it" part of the equation is never as difficult as we imagine it to be. It is this “imagining” which causes our execution issues. It’s the stories we tell ourselves as to how hard this thing will be do get done, that causes the roadblocks. It’s our fears that get in the way of us actually getting up and making it happen.
16 September 2009

Self Leadership – Part 2 – How truly productive are you?
Whilst it’s all very easy to say that one needs to invest ones time to keep the main thing the main thing, but how does one actually move from where one is right now to where it is that one wants to be?
1 September 2009

Self Leadership – Part 1 – How truly productive are you?
One of the critical things that a sales leader or business owner must understand and practice daily is that, if you want to start multiplying your business you must always do what you think is the most productive thing possible at every given moment.
13 August 2009

Change your Definition of Winning and Watch your Sales Production Soar!
For most salespeople selling is a zero sum game. In other words, if I get the appointment, I win! Whereas, If I don’t I lose! If I get the sale I win, If I don’t I lose! Winning at sales for many salespeople is far too black and white.
30 July 2009 

Do You Really Know What Your Salespeople Are Telling Your Customers And Prospects?
No matter how busy you are as a sales leader, no matter what you have on your plate, you have to invest time in the field with your salespeople to hear and see with your own eyes and ears what is being said and not said!
16 July 2009

Will you make it through the current economic turmoil?
Part 5.1 Execution Power: Direction
Whilst most salespeople have a sales goal, it is a goal that is either imposed upon them or one that is self selected. Having a goal is one thing, but knowing the route that needs to be taken to achieve that objective is another thing entirely!
29 June 2009

Will you make it through the current economic turmoil?
Part 4.3: Knowledge Power: Product Knowledge
The three types of knowledge salespeople must have to reach their potential. This newsletter looks at the last of the three types: Product Knowledge
23 June 2009

Will you make it through the current economic turmoil?
Part 4.2: Knowledge Power: People Persuasion Skills 
The three types of knowledge salespeople must have to reach their potential. This newsletter looks at another of the three types: People Persuasion Skills
2 June 2009

Will you make it through the current economic turmoil?
Part 4.1: Knowledge Power: Self-Knowledge Management 
The three types of knowledge salespeople must have to reach their potential. This newsletter looks at one of the three types: Self-Knowledge Management
27 May 2009

Will you make it through the current economic turmoil?
Part 3: Process Power: Pedictable, Consistent and Repeatable Selling!
11 May 2009

Will you make it through the current economic turmoil?
Part 2: Of the 4 key codes you'll need to construct a highly functional sales team, this covers Key Code 1 - Sales Strategy
6 April 2009

Will you make it through the current economic turmoil?
Part 1: Discover the 4 types of salespeople that make up a sales team and why your biggest bunch of losers may also be your greatest opportunity
31 March 2009

A Powerful Tactic for Rapidly Determining a Prospect's Needs
Discover how to make sure your sales team discover the specific needs your prospects may have
10 March 2009

What are the Warning Signs that your Sales Process may no longer be Effective?
Find out how you can tell whether or not your sales process is really working.
17 February 2009

3 Things You Can Do Right Now to Get Sales Firing Again 
Sales leaders will need to get a whole lot smarter and more shrewd if they are going to keep their existing customers!
3 February 2009