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
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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Ways to find new customers
18 March 2026
Cold calling
Cold Calling: Still the Most Direct Way to Find New Customers Written by Jamie May Cold calling gets...
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Closing techniques
Closing techniques
09 October 2025
The Extreme Demands Close
Salespeople love a neat script, but real deals rarely follow one. Sometimes you don’t know what your...
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Closing techniques
17 September 2025
False Objection close
Like all closing techniques all you are trying to do is help the customer clarify their thinking and...
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Closing techniques
12 September 2025
Feature-Benefit Sales
 I Was Wrong About Feature-Benefit Selling I remember arguing with an older sales manager about...
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Closing techniques
02 September 2025
Fine print close
There’s several dodgy versions of this we won’t go into. This is from Harvard Law School of negotiation...
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Closing techniques
02 September 2025
Fire Sale Close
This one is easy, just imagine there is a fire in your warehouse, you get your stock damaged and need...
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Closing techniques
29 August 2025
Loved ones close
The ‘Loved Ones Close’ is a sales negotiation and closing technique where a salesperson asks the potential...
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Closing techniques
29 August 2025
Loss Aversion Close
Before you scream ‘Jamie this is all old hat stuff’, have you ever considered the why? Let’s look at...
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Closing techniques
11 October 2024
The If-Then close
The If-Then close Written by Jamie May The if-then is as simple as it sounds, a good technique if you...
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Closing techniques
11 October 2024
Ignore what they say close
Ignore what they say close  Written by Jamie May You provided exactly what the customer wanted,...
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Closing techniques
11 October 2024
Impending event close
Impending event close  Written by Jamie May This is for raising urgency. The impending event close,...
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Weekly sales tips
Sales tips
31 March 2026
Dangerous Dogs Don't Bark
What I mean is dangerous men don’t run their mouth. They don’t need to. The guy that screams...
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Sales tips
25 March 2026
Not All Leads Are Equal. Most Salespeople Have No Idea.
I said to a client last week that their reps had no appreciation for the steady flow of leads landing...
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Sales tips
25 March 2026
Sales is unlike EVERY other profession
I once overheard someone ask a CEO why Jamie gets paid so much. The CEO replied, “Because you don’t...
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Sales tips
20 March 2026
Your Reputation Is Now a Sales Function. Is Yours Working For You or Against You?
I have been banging on about customer experience and basic customer service for a long time. Long before...
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Sales tips
16 March 2026
Why More Selling Is Producing Less Buying
There is an old expression in sales. Tellin’ ain’t sellin’. I have been saying it for...
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Sales tips
11 March 2026
The One Thing Missing From Most Sales Pipelines Is Not a Tool, a Script, or a Strategy.
When I started a new job years ago there was an Italian café in the building. First day I walked in,...
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Sales tips
26 February 2026
How is AI impacting sales and marketing in 2026?
AI Is Reshaping Every Part of the Sales Process. Here Is What That Actually Means for Your Business. About...
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Sales tips
21 January 2026
C.A.R.E.F.U.L.S.
The Lie We Tell Ourselves About Rational Buyers We have all been trained, implicitly or explicitly,...
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Sales tips
21 January 2026
20 Week Guerrilla sales plan
The 20-Week Guerrilla Sales Plan for Founders Who Are Done Waiting for Leads to Show UpI am going to...
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Sales tips
21 January 2026
The Golden Handcuffs
Why Did You Actually Start Your Business? Ask most founders that question and they will either laugh...
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