Colin Wilson is the founder of Firstborder Limited a sales consultancy and training company to leading corporations around the world and is also the originator of the sales pipeline methodology – Focus… the methodology that Firstborder’s customers use to achieve forecast accuracy of greater than 95%.

Retail therapy can be defined as shopping for fun. And there we have it, the evidence, in one short definition for the reason why men do not suffer from the emotional disorder associated with retail therapy… men don’t find shopping fun! So, retail therapy is probably wholly and exclusively practiced by women… and that’s probably [...]

This new topic is presentations, which are not to be confused with pitching ideas. There are many things to look at when presenting and I am not going to cover them all, but I will cover what I believe to be the most important part of the presentation… you!
It’s all about you.
Presentations are an opportunity [...]

I have a confession to make… I don’t like the title of this post… it’s not my title, but one that all the contributors to this site have to write a post on. It’s not the word ‘idea’, but the word ‘pitching’ that make be squirm… because for me it sums up the dark side [...]

Your value to your customer is not measured by what you know, but by the questions that you ask. You add value by making your customer think. The way that you ask questions will differentiate you in the way that you sell. In the ever competitive environment that we are in, when products and services [...]

The title of this post may lead you to believe I’m against sales process which couldn’t be further from the truth… I’m all for sales process and what’s more; I earn a living out of helping companies implement sales methodology and sales process.
The problem that I often see is that most companies use and abuse [...]

If you haven’t noticed already the approach of the Sales Bloggers Union is to write every two weeks on a different topic concerning sales. Every day during each two week period a different member of the group puts up their post…. well we are supposed to… and mainly we do. The interesting point about the [...]

Sales; the life blood of any and all organisations; and if the act of selling is not diligently pursued then the organisation will be in trouble. Therefore, most organisations will employ and pay a handsome price to those who can – sell. In sales lexicon we call these creatures, who accept the company’s shilling, Sales [...]

I was asked to write a post on pipeline management and I seemed to have written the best part of a book! So those with a low threshold for reading long posts be warned… but as I was bemoaning to Nesh earlier today he sympathised with me by saying… “if you are asked to write [...]

Those were the immortal words of my wife a few years ago… thinking about it, it was probably around 2004 that she decided I was wasting my time putting any effort into the web. She is (or was) a total technophobe and saw no point in a service that was obviously not going to be [...]

A curious word, ‘objection’, the noun that is used to express opposition… and it is a word that is often used in at least two professions that immediately spring to mind. I can see a court room drama where one lawyer is standing up questioning the witness and all of a sudden the other lawyer, [...]