All posts by: Tom Abbott

About Tom Abbott

Tom Abbott is the author of 'The SOHO Solution' and 'Social Selling' and the creator of the online sales training platform SOCO Academy. Sales leaders engage Tom for his proven solutions to building high performance sales teams that exceed targets and for motivational keynotes that energise their audiences.

The book, The Challenger Sale, was first published less than a decade ago and quickly became the topic of discussion because of its positioning as anti solution selling – a methodology vastly adopted by organisation around the world. Also Read: Using the Agile Sales Methodology to Manage Teams Solution Selling – The Four Essential Steps of […]

Reality check time.  Can you start living your best life now?  Too many people put off what is truly important to them to one uncertain day in the future. Instead, why don’t we focus on one small change that can bring us closer to our long term goals while also enjoying the here and now. […]

I recently celebrated 10 years of living in Asia. One of the things I love most about being in this region is being surrounded by so many wonderful countries which have their own unique culture. Over the past 10 years, my team and I have had the opportunity to train sales teams across Asia and […]

 You might have heard ‘Your network is your net worth’, but are you actually doing anything about it? When was the last time you went to a networking event to expand your network or built stronger relationships with your existing connections? What are you going to do now to expand your network? Also Read: […]

The way people are buying, the people who are doing the selling and the typical sales process are all changing. With these changes some sales managers have been adopting the Agile sales methodology. While this particular methodology is not an entirely new approach to management, it’s rather a recent import into the world of sales.   Also Read: […]

Too many sales professionals think they need to do all of the talking when meeting with prospects. They tell them everything about their product or service. They dominate the conversation, leaving little time for the prospect to share anything about themselves or what they’re looking for. The end result is usually the sales person talking […]

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