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John Perrin

John Perrin
CEO at Tactical Sales Training. I'm a highly motivated sales trainer who specialises in helping B2B Sales Professionals take their performance from good to great. We specialise in B2B focused Sales Training, Sales Management Training & Sales Courses

6 Sales Leadership Lessons from Larry Ellison

This is a reply to a question on Quora titled - "What are the characteristics of a great sales leader" - the answer was...

How to Approach Lapsed Customers

I've been involved with similar projects to re-connect with lapsed customers in 4 different companies over the last couple of months and following some...

Second Level Thinking in Sales

I've recently read a book title "The Most Important Thing" written by Howard Marks, aimed at stock traders and investors the book is designed...

Embracing Failure in Sales

Success is something we all strive for, be it in our professional lives or hobbies we are always seeking to be the best and...

Sales Questioning: Why You Should Be Drilling Down 3 Times

I like to feel that I've done a thorough job when I'm selling to my prospects. By this I mean I like to...

Are Unique Selling Points a Thing of the Past?

Absolutely not. Let me elaborate a little. If you look at most industries now as opposed to maybe 10 or 15 years ago, it...

5 Ways to Follow Up & Move Forward

Sometimes "touching base" can be the same as cold calling – no one wants to do it. The problem is when you've got to...

How to Lose Control of your Sales Process

This week I thought I'd share a lesson I learned a few years ago. Essentially, I dropped the ball with a good opportunity...

5 Apps To Help Close The Deal Today

Mobile sales strategies give you a massive advantage over lugging a laptop with you; everything can be accomplished with an app nowadays. However there are...

The Psychology Behind Questioning

Listening is now more important than ever for a sales professional, but do we truly understand why it's so important? The psychology behind asking...

Report | Are Sales Professionals Recession Proof?

According to a recent survey the recession hasn't stopped companies from continuing to invest in their sales forces. The market was found to be...

1 Very Common Sales Mistake to Avoid

I'm sure that the screen shot below probably rings familiar bells for some of us. Pages and pages of activity where we've chased a...

3 Tips For Channel Forecasting Heaven

As a Channel Manager, Director, VP or even SVP of Channels – you will have the reoccurring challenge (nightmare?!) of getting together a weekly,...

How to Open a Sales Call in 3 Steps

Tweet Often, the reason sales people can have little success on the phone is that their approach to their sales calls is simply neither engaging,...

Activity is the ONLY Thing That Will Make You Successful

Tweet I wanted to share with the wider world a really simple and at times eye opening exercise that I use with a lot of...

5 Ways CRM Makes Business Easy

For small and mid-sized companies to survive in a competitive business environment they must adopt efficient and effective strategies for selling, marketing and serving...

The Mistake That Cost’s Much More Than Expected

It's universal law and there's no escaping it. Nothing is said to "happen" until something moves. It's also universal business law -- There is...

EMEA Channel Sales Strategy: Basics

As a business owner, if you are expanding to the EMEA (Europe, Middle East, and Africa) region, building great EMEA channel strategies will help...

Here’s a Quick Way to Limit Cheesed Off Buyers

If I were to offer you £45 in 3 days or £70 in 3 months what would you choose? More than half in a...

Managing For Performance – Growth, Profits & Employee Happiness

You shouldn't need us to tell you how much you need to focus on managing for the performance of your company. Management should be one...

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