OUR BLOGS

We’re a think tank of ideas. We share our favourite sales tips, techniques, and insights for groundbreaking sales professionals.

Ways to get customers
Ways to find new customers
14 May 2026
Brochures
In a world drowning in AI generated LinkedIn messages and cold email spam, someone taking the time to...
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Ways to find new customers
20 March 2026
Snail Mail
I recently pitched a procurement manager at a major company. One breath to convince him I was worth talking...
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Ways to find new customers
20 March 2026
Advocacy
Written by Jamie May If you’re selling to small businesses, read ‘Selling to VITO’...
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Ways to find new customers
20 March 2026
Drinks, coffee & walking meetings
Written by Jamie May When I was 25 I had a boss ask me to one-on-one Friday drinks. He said ‘you’re...
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Ways to find new customers
20 March 2026
Land and Expand
Written by Jamie May Big purchasing decisions are hard to get approved. They involve multiple stakeholders,...
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Ways to find new customers
20 March 2026
Ex clients, old proposals, old leads
Written by Jamie May Before you spend another dollar finding new prospects, open your contacts and...
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Ways to find new customers
20 March 2026
Introductions
Written by Jamie May If you want to understand where your best customers actually come from. Work backwards...
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Ways to find new customers
18 March 2026
Partnering and co-branding
When I was selling digital transformation services we had a problem that every small business knows well....
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Ways to find new customers
18 March 2026
Video Content
Video Content: The Prospecting Channel I Leave on the Table Written by Jamie May I cold call and I...
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Ways to find new customers
18 March 2026
Warm Calling
Cold calling is hard, grinding work most will never have the stomach for. You make hundreds of calls,...
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Closing techniques
Closing techniques
03 August 2026
Decide: How Great Salespeople Build Commitment Without Pressure
In the Outsold sales system, for Planting SEED, these are the basic concepts you need to know before...
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Closing techniques
03 August 2026
Expand Ownership: Why Buyers Value Solutions They Help Create
In the Outsold sales system, for Planting SEED, these are the basic concepts you need to know before...
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Closing techniques
03 August 2026
Explore: The Questions That Make Buyers Discover Their Own Need
In the Outsold sales system, for Planting SEED, these are the basic concepts you need to know before...
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Closing techniques
03 August 2026
Spark Curiosity: Why Great Salespeople Open Minds Before They Sell
In the Outsold sales system, for Planting SEED, these are the basic concepts you need to know before...
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Closing techniques
30 July 2026
Planting: The Psychology of Making Ideas Feel Like Theirs
Planting: Why the Best Salespeople Never Argue Anyone Into Anything I created a sales process but had...
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Closing techniques
22 April 2026
DEBUT Part 5: Decision Maker
The great Zig Ziglar said every sale has five basic obstacles. No need, no money, no hurry, no desire,...
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Closing techniques
22 April 2026
DEBUT Part 4: Entrusted Advisor
The great Zig Ziglar said every sale has five basic obstacles. No need, no money, no hurry, no desire,...
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Closing techniques
22 April 2026
DEBUT Part 3: Bank
The great Zig Ziglar said every sale has five basic obstacles. No need, no money, no hurry, no desire,...
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Closing techniques
22 April 2026
DEBUT Part 2: Urgency
The great Zig Ziglar said every sale has five basic obstacles. No need, no money, no hurry, no desire,...
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Closing techniques
21 April 2026
DEBUT Part 1: Time
The great Zig Ziglar said every sale has five basic obstacles. No need, no money, no hurry, no desire,...
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Weekly sales tips
Sales tips
20 August 2026
Doom Scrolling Is a Motivation Problem
$1.4 trillion dollaridoos, hey? That’ll get a few tinnies down the shed. What is Meta actually...
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Sales tips
23 July 2026
Why Businesses Fail, And Why Your First Sales Hire Might Not Save You
According to Google, here are the top ten reasons businesses fail. Running out of cash No market...
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Sales tips
14 July 2026
The Asshole and the Nice Guy
I asked a client the other day when faced with hiring two salespeople, are you thinking of taking the...
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Sales tips
06 July 2026
Dodgy Sales Stuff. 2026 Edition.
Everyone loves to complain about dodgy sales tactics. The spam emails, the LinkedIn pitch slaps, the...
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Sales tips
23 June 2026
Hard Work
My son Hamish May enlisted in the Australian Army today. I have a mixture of fear and pride. But I have...
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Sales tips
16 June 2026
5 questions to ask about lead generation
Sales work has always; the lead comes in, sales does a meeting, proposal, follow up, close deal, onboard,...
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Sales tips
05 June 2026
The Four Box Operating System
You cannot run a race car in the red all race. It needs pit stops. You equally can’t sit in the...
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Sales tips
21 May 2026
30 Years Without a TV
Today is thirty years since I have watched television! In 1996 I sat down and did an exercise in who...
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Sales tips
19 May 2026
Why We Try to Avoid People With Sales Experience
I had a client we were struggling to find the right person for. They had been patient but eventually...
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Sales tips
30 April 2026
Undervalued
Your business isn’t working. Close it. That’ll be $50K, thanks. We refuse service to probably...
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