Mark has over 25 years’ of global business experience. He is considered a thought leader with over (20) published papers and numerous trade journal articles. He has also been a featured speaker at events from Jakarta to Cape Town and many points in between. His education includes an MBA from the University of Liverpool. Mark enjoys coaching and consulting with other professionals and business owners/entrepreneurs. He can be contacted at [email protected]
“Make the customer’s problem your problem”. – Shep Hyken I had only been with the organization for a few months but my antennae had already picked up on something disturbing. We had a Superstar salesperson who was bringing in about $200,000 per month in high margin revenue. So what’s the problem? Why would I be […]
Read more“Value is not determined by those who set the price. Value is determined by those who choose to pay it”. – Simon Sinek Baby boomers, Gen-X, and Gen-Z are just some of the names given to groups born during a given time frame. Another such group is called Millennials. These people were born between 1980 […]
Read more“Let us never negotiate out of fear. But let us never fear to negotiate”. – John F. Kennedy I have been a parent for many years now. One of the things I have discovered during this portion of my life is that teaching kids how to advocate and negotiate for themselves is a key life […]
Read more“Nowadays people know the price of everything and the value of nothing”. — Oscar Wilde When looking for the biggest roadblocks to sales success, one reason, in particular, stands out for many sales professionals. Simply put, it’s the inability to communicate the value of a product or service. The second biggest roadblock tends to be difficulty in […]
Read more“In the real world outside economic theory, every business is successful exactly to the extent that it does something that others cannot”. – Peter Thiel I was at my favorite restaurant last week and the time it took to get seated was twice as long as on my previous visit. A quick check with the […]
Read more“To reach your audience you have to help them “get it,” by portraying your business concept in simple, concise terms that make them understand and want to know more.” – Lonnie Sciambi In the sales world, the manner in which you introduce yourself sets the stage for the conversation that follows. This could be at […]
Read moreSemper Paratus – Always Ready Real success in sales is never formulaic. It comes from the desire to exceed expectations. This type of success is also always multi-layered. So, while there is no formula for sales success, there are certain aspects that must be respected. I have observed over the years that the sales professional […]
Read moreAs a sales leader, I can assure you that selling is a profession that is constantly changing. Some would even say that the profession is harder these days than in the past. Still, there will always be top-notch performers. I have spent many years trying to learn their secrets. Here are some of my observations. […]
Read moreCome on, we all know teamwork and an ability to work together as a unit are critical components in what makes a sales team successful. However, there is also a need for candor among team members. That means telling it like it is. “Lack of candor blocks smart ideas, fast action, and good people contributing […]
Read more“70 to 90 percent of decisions not to repeat a purchase of anything are not about product or price. They are about some dimension of service.” –Barry Gibbons, former CEO, Burger King I think we can all agree that putting a face to a name is always helpful. Many have been the times I have […]
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