You’ve no doubt heard again and again that your customers are valuable to your business. But do you know just how valuable they are? Can you define how profitable each…
We’ve talked long and hard about how sales people need to listen, listen, listen to the client. Not just hear but really listen to what is being said, how it…
This article first appeared on June 12, 2013 on BRW (now closed magazine as of 2016) Professional services providers face a challenge that many within the sector are struggling to…
The number one priority for any sales manager is to lead and drive the effective sales performance of their sales team. The only way a sales manager can achieve this…
There is a popular fallacy that salespeople are born, not made. Whilst there is some vestige of truth in the statement, it is not for the reasons made so popular…
Here’s a simple reality… Prospects and customers buy the salesperson first during every sales call – or they don’t buy at all. In any major sale, especially Business-to-Business (B2B) or…
Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term…
I was impressed by a brief but excellent ABC News Video on the impact of social media on a business’ reputation and brand, especially when things go wrong and that…
Sun Tzu, the an ancient Chinese military general, strategist and philosopher, said ‘Move swiftly to overcome resistance…’. In selling that is interpreted as closing when you get a buying signal….
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