Archive for January, 2008

Drive Sales Growth through Effective Sales Pipeline Management - Free White Paper

Friday, January 25th, 2008

Our new Lighthouse Business Consulting website is up and running. I’ve put up the first (of hopefully many) white papers up on the Articles page.

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Postscript to Debunking the myths of non-verbal communication

Thursday, January 24th, 2008

My post on debunking the myths of non-verbal communication has been picked up by a lot of google searches for “percentage non-verbal communication”, “what % of communication is non-verbal” and the like.

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3 Classic Books to Radically Improve your Sales Skills

Sunday, January 20th, 2008

It often staggers me how much companies could save on consulting fees if they just did their homework. In particular, there have been some excellent books written on the art of selling. Unfortunately, there are also far too many “airport potboilers” - long on confidence in their recommendations; but short on real evidence (other than [...]

High Prices really do influence Perceived Quality

Saturday, January 19th, 2008

There’s an excellent article in this weeks Economist. It explores a study by Dr Antonio Rangel of the California Institute of Technology which found that if people are told a wine is expensive while they are drinking it, they really do think it tastes nicer than a cheap one.

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Debunking the myths of non-verbal communication

Wednesday, January 9th, 2008

93% of communication is non-verbal. Everyone knows that.
I’ve lost track of the number of times I’ve heard this in sales training sessions or read it in books, articles and blogs. Sometimes the stats are qualified further, for example:

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Finding your own style - a key to sales success

Friday, January 4th, 2008

One of the best pieces of advice I received early in my sales career was from a consulting industry veteran who urged me to “find my own style” in order to sell effectively. I’ve found the advice to be as relevant today as it was over a decade ago when I was just making the transition from [...]