by Shane Bywater | March 2, 2015 | Business Basics
This has to be one of the most frustrating subjects I encounter in the world of sales. Why do so many sales people simply ‘wing’ their way through deals? And, surprisingly, when they lose them – they blame ‘price’ or the ‘customer was a mongrel’ – or some other lame...
by Shane Bywater | February 3, 2015 | Conversation Starters
Many of you have asked me about getting around the dreaded ‘gatekeepers’ in a customer’s business. My deluded mind has thought of many sinister ways to remove them – many of them now illegal. Let me define what a gatekeeper is, and then some ways to get around them,...
by Shane Bywater | January 20, 2015 | Test the Boundaries
Have you wondered to yourself, ‘what the heck am I doing in sales?’ It has to be one of the toughest jobs around. Think about this…… You have frustrated customers that bark and bark at you. You get out of a customer meeting, only to be greeted by a spate...
Shane Bywater has worked in highly successful roles for over twenty-five years, in sales, service, product management, leadership and learning and development functions.