Welcome to Shane's Shares

It's all about the giving (advice that is...)

This is where I want to share with you my insights and observations about leaders and their people.

Need some advice about something in particular? Head on over to my contact page and tell me about it.

Planning and Assessing an Opportunity

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...

Gatekeepers

by Shane Bywater | 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,...

Sales Career? You’re joking, right? It’s a nightmare!!

by Shane Bywater | 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 of...