top of page

Stories from the Trenches
Take a look through our blogs to relate to the day-to-day struggles of a salesperson who may be lacking in certain skills, abilities or knowledge. They are designed to inspire you, to improve your interpersonal skills & to help you in starting to fulfil your potential.
Search


10 Good Signs
10 Signs from your prospect you've made the conversation about them, their business, their problems & NOT your solution... 1. "What do...
Scott James Purves
Apr 28, 20241 min read
Ā
Ā
Ā


Short story about a young sales rep named Reggie...
An ambitious young guy, and a hard worker. Yet passing through gatekeepers was the bane of Reggie's existence. "Who are you?" ...they...
Scott James Purves
Apr 28, 20241 min read
Ā
Ā
Ā


One of the most effective ways to prospect and get into a 'flow state'...
Prepare a list of decent leads. Name, company, job title, number. Make sure your hook & reason for calling is clear and fits the target...
Scott James Purves
Apr 28, 20241 min read
Ā
Ā
Ā


Always have your BS antenna up...Ā
Particularly onĀ LinkedIn... If you work in sales, it's not difficult to scroll on here and find 100 pieces of advice before you've even...
Scott James Purves
Apr 28, 20241 min read
Ā
Ā
Ā


Don't contact me...
If you're a business or sales leader... ā”ļø and your team are hitting target month on month - you don't need to contact me ā”ļø if your...
Scott James Purves
Apr 28, 20241 min read
Ā
Ā
Ā


Cold call -
"Well, you're the first salesperson who's ever kept me on the phone for this long - it's been 25 minutes. I normally chew salespeople out...
Scott James Purves
Apr 28, 20241 min read
Ā
Ā
Ā


Go with the flow
Sales rep: "This is a sales call..." Prospect: "I hate salespeople." Sales rep: "I know what you mean - I experience self-loathing on a...
Scott James Purves
Apr 28, 20241 min read
Ā
Ā
Ā


I have a crystal ball...
I know exactly what 2024 will be like... Pretty much the same as last year ...and the year before that ...and the year before that. Yes,...
Scott James Purves
Apr 28, 20241 min read
Ā
Ā
Ā


Cold calling is like a game of poker...
So keep your cards close to your chest. Build intrigue. Hold your own. Be confident in your hand. Stop laying all your cards on the...
Scott James Purves
Apr 28, 20241 min read
Ā
Ā
Ā


10 reasons most salespeople will remain average in 2024...
1. Lack of intent 2. Content with current earnings 3. Too much effort to change 4. Already think they know it all 5. Thinking external...
Scott James Purves
Apr 28, 20241 min read
Ā
Ā
Ā


Lasting change...
"This is the year everything will change!" New year is always filled with so much hope... If you work in sales & experienced similar...
Scott James Purves
Apr 28, 20242 min read
Ā
Ā
Ā


Things I would do as a new salesperson starting out in 2024...
1. Phone first. Every single time. You learn faster & build your communication & EQ skills at light speed, compared with hiding behind...
Scott James Purves
Apr 28, 20241 min read
Ā
Ā
Ā


Sales is an elite sport
Can you imagine what a salesperson could achieve if they treated their role like an elite sportsperson... Constantly pushing themselves...
Scott James Purves
Apr 28, 20242 min read
Ā
Ā
Ā


6 ways to close any outstanding business before Christmasā¦
1.Ā Ā Ā Ā Ā If they donāt sign this week, dress up as Santa & turn up at your prospectās home on Christmas day. When their kids see you at the...
Scott James Purves
Mar 10, 20242 min read
Ā
Ā
Ā


Prospecting Problem
This is why so many salespeople mess up when prospecting... ā¬ļø They mention their solution way too quickly. Even if they resist...
Scott James Purves
Mar 10, 20242 min read
Ā
Ā
Ā


A short story describing most company sales problems...
Joe, a tech wizard invents a new widget - which will revolutionise the manufacturing sector. He forms a company around it. The queue he...
Scott James Purves
Mar 10, 20242 min read
Ā
Ā
Ā


Don't Burn Yourself Out
If you work in sales & spend all your time pushing, you'll soon burn yourself out... Yes, you'll get some sales. But it's a very...
Scott James Purves
Mar 10, 20242 min read
Ā
Ā
Ā


Boring Messages
These days I pretty much glaze over every time I receive a cold email or LinkedIn message... They're all different shades of grey. My...
Scott James Purves
Mar 10, 20241 min read
Ā
Ā
Ā


It's not what you sell but HOW you sell
Most salespeople sell variations of the same thing... So why is it some earn huge amounts of money whilst others live hand to mouth each...
Scott James Purves
Mar 10, 20241 min read
Ā
Ā
Ā


5 Important lessons I've learnt as a sales trainer...
1. Inspiration is temporary, but the development of new habits is permanent. 2. People don't learn by being told the answer - they learn...
Scott James Purves
Mar 10, 20241 min read
Ā
Ā
Ā
bottom of page