Principled Businesses

Don’t interrupt!

May 8, 2013

Guest blog from Robert Terson – author of ‘Selling Fearlessly’ I know a person who is a serial interrupter – and I’m not exaggerating in the slightest; every time I’ve been in his presence it’s been a constant annoying phenomenon. Annoying and blatant to the point that I don’t want to be around him. He’s close to [...]

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Rasheed Ogunlaru interviews David Tovey

May 7, 2013

Principled Selling video interview. Rasheed Ogunlaru, author of ‘Soul Trader – Putting the Heart Back Into Your Business’  interviews David Tovey about Principled Selling in a sunny and breezy Green Park, London.  

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The qualification gap – getting to ‘yes’ without closing

February 12, 2013

How to avoid a misunderstanding In a previous blog I explored the need to ask for commitment without resorting to tired and outdated ‘closing’ techniques.  To avoid falling back on to what can appear to be pressure tactics, the seller and buyer need to move through the sales process at the same pace – and the [...]

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Principled Selling tips

December 18, 2012

Best of the 2013 business development predictions December usually sees a plethora of lists and predictions for the following year. This year is no different and I’ve checked out what some of the people I rate are saying. Here are a few predictions for Principled Sellers to take note of and action next year. I took [...]

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My word is my bond

December 13, 2012

Reflections on trust in business 2012 Human relationships and therefore business relationships depend on trust. Trust that others will keep their word and do what they say they will do. Thinkers such as Jean-Jacques Rousseau have argued that trust is a sort of social contract that helps society work – if I can trust what [...]

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Ethical Selling – Edge Magazine

November 18, 2012

This month the Institute of Leadership and Management  published David’s ‘Bite Size’ ethical selling tips.         Eight tips to help you win more business – ethically and with integrity. Out with the old Build trust Be honest Do the right thing Be social media savvy Be human People before customers Inspire through leadership Download the full article here: 04-09_Edge_Nov-Dec_12_new

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A marketing-supported sales journey – reality or nirvana?

November 12, 2012

Guest post by Bryony Thomas – Author of ‘Watertight Marketing’  Much is made of the divide between sales and marketing. It’s certainly makes for interesting debate, but it does absolutely nothing for your bottom line or your business reputation. So, let’s spell it out. How exactly should these two disciplines work together? You will generate more [...]

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Principled Customer Service

August 6, 2012

You delivered as promised – well whooppee do! I was having a conversation with the sales director of a leading technology business last week when he told me his company had recently lost a long standing key account to a competitor. His main complaint was that the customer had never complained even though he admitted the relationship was [...]

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Doing the right thing – principled business development

July 6, 2012

Muscle learn OK, I’m as irked by the banking scandals and unfair severance packages as anyone else – but my day job comes first in my list of what to focus on today. Most of us have to be more concerned with selling products and services that don’t come back to customers who do. To [...]

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Doing the right thing – bringing principled behaviours to business

July 3, 2012

So Bob Diamond and Co of Barclays Bank resign amid accusations of interest rate fixing and miss-selling of products to already hard pressed businesses. The latest in the long running saga of financial institutions falling far short of the standards expected is being played out in the media day by day. Politicians, regulatory bodies, journalists, [...]

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