Sales are not just about presenting a product or service; it is about understanding human behaviour, building trust, and creating genuine connections. In this article, I share the Psychology behind successful sales conversations that drive successful sales interactions.

Assertiveness is one of the most powerful qualities a leader can possess. Assertiveness isn’t about being forceful or domineering; it’s about having the confidence to communicate your vision, set boundaries, and make decisions that promote growth for yourself and your team. In this article, I’ll share actionable assertiveness tips for leaders that will help you become a stronger, more impactful leader.

Visionary Evangelist | Innovative Creator | Progressive Thinker | Strategic Problem Solver | Collaborative Team Builder | Distinguished Alumni MVP

Office partitions are a key element in modern office fit-outs, providing more than simple desk and cubicle partitions. Used creatively, they give a more flexible use of space, helping you create a more comfortable working environment and gain more ROI from every square metre. Whether you're replacing existing partitions or embarking on a new office design and layout, these tips will help you identify the best solution for your workplace.

In an age where speed, efficiency and availability are non-negotiable, businesses are increasingly turning to virtual assistants (VAs) to streamline communication, improve service and reduce admin overhead. But what exactly do virtual assistants do in the context of business communication, and are they right for your organisation? Let’s break it down.

In the competitive sales world, facts and figures alone rarely close deals. While data is essential, storytelling captures attention, evokes emotion, and drives action.

Finance Directors and business owners are invited to attend MHA’s upcoming FD Update Webinar on 18th September 2025, from 8:30AM, providing 3 hours of verifiable CPD. This free event is designed to keep your technical knowledge up to date to help you comply with the ever-changing regulatory environment in the worlds of Financial Reporting and Tax.

Temporary staff aren’t just placeholders. They can become some of your most motivated, loyal contributors — even in just a few months. Learn how to make it happen!

Read our recent ESG research report here.

Qualifying leads is vital in sales, saving time, boosting efficiency, and increasing the likelihood of successfully closing deals. Focusing on prospects matching your ideal customer profile and showing genuine interest optimises sales efforts and improves results. This blog shares strategies to help you qualify leads effectively, ensuring your time focuses on the most promising opportunities.

Business communication systems are essential to day-to-day operations. From phone lines and video conferencing to integrated collaboration tools, businesses depend on these platforms to stay connected with clients, colleagues and contractors. However, installing the system is only the beginning, ongoing support is what ensures reliability, compliance and long-term efficiency.

With over 90% of organisations worldwide adopting cloud technologies, cloud migration has become a strategic necessity for modern businesses. In this guide, we’ll walk you through the three essential stages of a successful cloud migration, helping you avoid common pitfalls and maximise the benefits of cloud computing.

There are various types of selling, each with unique characteristics and strategies. Knowing when and how to adjust your sales strategy can make all the difference. In this blog, I’ll share different types of selling that will help you to close more deals and enjoy sales success.

If you're even thinking about exiting your business in the next few years, now is the time to plan! Join us for "The Perfect Business Sale" – an exclusive event led by leading experts in the field, this is critical training for anyone planning a successful business exit. Designed for owners who want to understand their exit options and maximise their business value. An event hosted by Avondale, with guest speaking spots from other industry professionals we partner with.

I recently joined Sam Khan and Andre Zeferino on The Focal Plane Podcast to chat about all things IT, cyber security, and why keeping your systems in shape is more important than ever.

When Microsoft software like Windows Server or SQL Server reaches End-of-Life (EOL), it stops receiving updates and support, leaving your business exposed to security, compliance, and performance risks. Many SMBs still use outdated systems such as Windows Server 2012 or SQL Server 2014. With newer versions nearing EOL, now is the time to plan your next move.

It's surprising how many business owners and sales professionals struggle with a fear of making sales calls. As a sales coach, I've worked with countless individuals to help them conquer their phone anxiety and make confident, effective calls. Sales calls are crucial for success, but many individuals hesitate or fear picking up the phone. Fear of rejection and lack of confidence contribute to this reluctance and can hinder achieving sales goals. However, overcoming this fear is not only possible it can transform businesses and careers. In this article, I share effective strategies to help you overcome your fear of making sales calls and approach them confidently.

Retained recruitment isn’t just for senior hires anymore. Here’s why more businesses are switching — and how it can save you time, money, and headaches

The old "hard sell" is out. Today's customers want solutions, not just products. This is where a consultative approach makes all the difference. It's about being a trusted advisor, a true partner in their success. When you help solve their problems, you build lasting relationships, not just one-off transactions. The CREATE Process: A Framework for Consultative Selling Ready to transform your sales and become a problem-solver? Here's a six-step framework and process, which we call the CREATE process, to help you on your way. 1. Connecting: Build Real Rapport First, connect. This initial impression is crucial for building rapport and trust. Adapt Your Style: Gauge your customer's preferred communication style—are they direct, detail-oriented, or relationship-focused? Adjust your approach accordingly. Be Genuinely Curious: Ask questions that show a real interest in them. Find common ground. A true connection opens doors. First Impressions Matter: Be punctual, prepared, and positive. Your enthusiasm sets the tone. 2. Researching: Ask, Listen, Understand You can't solve a problem you don't fully understand. Ask strategic questions and truly listen. Ask Probing Questions: Move beyond surface queries. Ask about challenges, goals, and frustrations. "What challenges keeps you up at night?" or "What would your ideal solution look like?" Active Listening is Key: Focus intently on what they say, and what they don't say. These cues are vital. Paraphrase and Clarify: Summarize what you've heard: "So, if I'm understanding you correctly, your main pain point is... Is that right?" This confirms understanding and demonstrates you've been listening. 3. Exhibiting: Communicate Your Value Communicate a value proposition and solution based on their specific needs. Remember: you want to help them, you can help them, and you will help them, but it must be based on "their world." Problem-Centric Focus: Explain how your solution alleviates their pain and helps them achieve their goals. Use their language. Highlight Benefits: Instead of focusing on features, explain what the benefit does for them. Customize Your Proposal: Show how your solution is tailored. Generic pitches fail. Demonstrate you've listened to them. 4. Approving: Overcome Objections and Secure Commitment Guide them toward a decision. Understand the buyer's profile and view objections as requests for more information. Align with Their Style: Some buyers need data, others need social proof, others a guarantee. Adapt your approach to help secure a commitment. Seek Commitment, Not Just the Sale: Propose clear next steps. "Based on our discussion, shall we schedule a review with your team next week?" Embrace Objections: Don't get defensive. See it as a question: "That's a fair point. Could you tell me more about your concern...?" Then, address it directly. 5. Tending: Cultivate Long-Term Relationships This step is about cultivating a long-term, sustainable relationship. Ongoing Value: Continue providing value. Share relevant articles, market insights, or connect them with others in your network. Strategic Tools: Use CRMs to track interactions and proactively follow up. Regular Check-ins: Don't just surface for problems or new pitches. Schedule regular check-ins to understand evolving needs. 6. Extending: Leverage for New Opportunities The final step: leverage relationships to identify new business opportunities. Satisfied customers are your best advocates. Referrals Are Key: When you've genuinely solved problems, clients will refer you. Make it easy. "Who else might benefit from a solution like this?" Networking Through Success: Clients open doors. Ask for introductions or permission to use their success story. Become Part of Their Network: The deeper you're embedded in their success, the more likely you are for future projects or new departments. Master the Art of Consultative Selling By embracing these six steps, you're not just selling; you're building trust, communicating real value, and creating a sustainable foundation for business growth. Our sales training workshops are tailored to meet the specific needs of each client, ensuring you and your team gain the skills necessary to master this powerful approach. We're here to help you move from pitching to problem-solving. Are you ready to start solving?

Read our latest technical guide, which is updated monthly at the same time as our Newsletter.  Here we take a deep dive on a different topic each month, paying particular attention to the latest IT industry trends.