If it’s meant to be, it’s up to me!

If it’s meant to be, it’s up to me!

One of the best pieces of advice I have ever read was the one above. It’s brilliant because it is transformational … it doesn’t mean that I have to do all the work. It doesn’t mean that everything falls in my lap all the time. It ...
The 3 questions you must never ask prospects!

The 3 questions you must never ask prospects!

In sales, your level of success is strongly related to the type of questions that you ask. If you ask great questions, you will get great answers, engagement, create discussion and unlock potential buying opportunities. If you ask ...
Have you  closed your business for 2017?

Have you closed your business for 2017?

It’s an exciting time for many salespeople, thinking about the holidays ahead and a well-deserved break. It’s also an expensive time of the year and your bank balance is in direct proportion to the value you have brought to your ...
Do you love or hate your sales target?

Do you love or hate your sales target?

What is your relationship like with your sales target?   Are you in love with your sales target? Are you in a committed relationship with your sales target? Do you hate your sales target? Do you love or hate your sales ...
6 ways to ensure you meet your monthly target

6 ways to ensure you meet your monthly target

Monthly targets are critical to you, your sales team and your company. Your status is set based on your ability to deliver on those targets. Make sure you hit them every time with these six tips:   1. Set yourself a target ...
Why people suck at sales…

Why people suck at sales…

I want to share the sad truth about why people suck at sales. I'm busy assisting several clients to increase their sales team’s results and they all have 3 HUGE challenges that are the main contributors to their lack of sales: ...
What is your purpose in sales?

What is your purpose in sales?

Here’s a definition of sales we really like:   " Helping others to be better off in terms of their wants, needs and objectives whether known or unknown, than where they are currently."      Like so many ...
The Parrot Effect

The Parrot Effect

Parrots are very pretty as you probably have noticed. And they certainly spend a lot of time fluffing their feathers and preening themselves. The problem is that when you put a bunch of them in a cage, they really don’t look any ...
Are great sales people created or born?

Are great sales people created or born?

Many people ask this question of sales people- are they created or born? We all know of colleagues or have heard someone say, “Wow - they are a born sales person”. We believe that being a great sales person is a learnt skill, a ...
Flogging a dead horse??

Flogging a dead horse??

Unrealistic prospects: the danger of flogging a dead horse   The ancient people had much simpler lives, and they were able to explain those simple lives with very easy-to-grasp analogies. One such pearl of wisdom I read ...
The Power of Encouragement

The Power of Encouragement

The story… Dante Gabriel Rossetti, the famous 19th-century poet and artist, was once approached by an elderly man. The old fellow had some sketches and drawings that he wanted Rossetti to look at and tell him if they were any good, ...
Mark Keating Sales Guru speaker introduction

Mark Keating Sales Guru speaker introduction

Mark Keating sales keynote speaker introduction