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
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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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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Weekly sales tips
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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Sales tips
13 April 2026
Dijon Mustard
When I was a kid with a bunch of siblings and a single no-income mother, in Parramatta we...
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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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