The role of energy transition in the rebuild

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, covid-19, Environment & Sustainability, Sustainability & Environment

Sales trend 10 from the 12 Sales Trends for 2021 Report highlights the opportunities for businesses in energy transition and efficiency.

By guest author Alison Rowe, former CEO – Australian Energy Foundation, helping businesses and communities transition to clean energy and a more sustainable future.

Business in 2020 got to see what previously was unthinkable, what life looks like when no-one is permitted onsite at a workplace or what a dramatically pared back team looks like to meet social distancing measures.

As we all struggled with the transition into COVID-19 pandemic-lead lockdowns, working from home became the …

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Personal Care Sector supporting society’s wellbeing

By / / Attitudes & Behaviours, Blog, covid-19, Wellbeing

It goes without saying that the Personal Care sector, along with the Tourism and Entertainment industries, has been one of the hardest hit sectors throughout the pandemic.

So many beauty salons, hairdressers, massage therapists, nail salons, gyms, yoga and pilates studios, and the like, shut down due to Covid lockdowns – for very good public health reasons. Some businesses, such as yoga and gyms studios, have been able to transition to online classes; however, those who deliver up close and very personal contact as part of their service are out of work while we endure lockdowns. And it is mostly women …

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The Roadmap out of Lockdown

By / / Attitudes & Behaviours, Blog, covid-19, Education in Sales, Learning and Development, Sales performance, Sales Results, Sales Skills, Sales Training

Australia’s Covid-safe future is weeks away now. Have you prepared the roadmap for your organisation, and particularly for your sales and customer facing teams?

We still come across business leaders assuming this national roadmap will lead back to whatever normal their business experienced before 2020. Their salespeople will hit the road again, customers will visit their sales offices and shops as before, meetings, trainings, workshops will finally return to the board room, a conference hotel, or a classroom. But will they…?

Trends across the globe[1] rather point towards a hybrid future, where face to face engagement and virtual connectivity will …

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World Gratitude Day: The Moral Case for Gratitude, especially in uncertain times

By / / Blog, Common Ground, covid-19, Ethics & Values, Gratitude, Life Skills, Remote selling, Resilience, Sales Psychology, Self Development, Value Based Selling

Tuesday 21 September 2021, is World Gratitude Day

In March 2019, I published my first paperback book: 142 Days of Gratitude that changed my life forever 

It is part memoir, part self-help, part business book all underpinned by science and philosophy.

In it I wrote a chapter about the moral case for gratitude. Given we are living in uncertain times I thought we could reflect for at least a few minutes, the time it takes you to read this article, on the power of gratitude to change our lives for the better.

So here’s my contribution to World Gratitude Day.  

The Moral Case …

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8 management essentials

By / / Blog, Leadership, Sales Leadership, Sales Management

Sue spoke with Chris Ashmore from Business Essential Daily about the 8 essential functions that sales leaders need to master.

Sales and sales management are quite different. Sales management is a particular skill that people can’t just pick up once they have been thrust into a leadership position. There are not many people that can pull this role off well naturally, so we have to develop these capabilities in our sales leaders.

You can listen to the 9:15 minutes interview here.

Or, if you prefer, you can read …

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Conferences and Events in 2021

By / / Blog, covid-19, Customer experience, Networking

Sales Trend 9 from the Barrett 12 Sales Trends Report for 2021 is about the much-changed Conference and Events industry.

By guest author Donna Morris – Book Speakers Direct

Sitting in on the Annual Professional Speakers Association Conference mid-March, as the delegates (all speakers) entered the conference on Day One, there was no way they would know of the effect the recent news of a strange new disease would have on everyone there.

Over the course of the conference, speakers around the room were getting messages to advise them that their speaking engagements had either been cancelled …

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Celebrating adult learners & the positive power of lifelong learning

By / / Attitudes & Behaviours, Blog, Education in Sales, Learning and Development, Life Skills, Sales Training

Learning doesn’t just happen in a school classroom with a teacher telling us what to learn – although that is how many people think of learning still. Learning happens everywhere anytime whether we are aware of it or not. Learning is an essential part of our evolution, our daily lives, and our daily survival strategies beyond the school gate. Interestingly, learning starts off as an intrinsic joy to children – Maria Montessori talks about the absorbent mind of children, inquisitive and curious about how the world around them and beyond operates. Oh, the joys of being a curious, courageous adventurous …

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Staying in touch for all the right reasons

By / / Attitudes & Behaviours, Blog, Call Reluctance, Prospecting, Sales Results, Sales Tips

Prospecting is the function and ability to ignite opportunities with new and existing clients, new markets, within communities. Prospecting opens many doors if we are prepared to do it – consistently.

However, prospecting is probably the least favourite activity of people in business. Some people don’t know how to prospect which is a big deterrent to any task. But that can be easily fixed with training and coaching. Even so, others seem to find every excuse under the sun not to call someone.

It’s not the right time. What if they are busy? What if they say …

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the-characteristics-of-world-class-entrepreneurs-and-change-agents

The Characteristics of World Class Entrepreneurs & Change Agents

By / / Attitudes & Behaviours, Blog, Entrepreneurship, Sales Skills, Success

In my last article: Are Entrepreneurs & Change Agents Born or Made, we explored the importance of nurture, education, and environment to help cultivate our inner entrepreneur and/or change agent.

This time I’d like to present a list of characteristics or qualities that are often, if not always, present in those who become world class in this space.

While being born with high fluid intelligence, high openness to being creative and open to new ideas, and moderate agreeableness -i.e. being somewhat warm, friendly, and tactful with the ability to get along well with others- really helps, it shouldn’t stop …

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Are entrepreneurs & change agents born or made?

By / / Blog, Entrepreneurship, Life Skills, Self Development, Success

Are successful entrepreneurs and change agents born or made? This is an important question because it can affect how people see themselves and what they aim for.

Let’s start first with some basic definitions:

Entrepreneur: Entrepreneurship is defined as the act of starting and running your own business or a tendency to be creative and wish to work for yourself in your own ventures.

Change Agent: A change agent is a person from inside or outside an organisation who helps an organisation, or part of an organisation, to transform how it operates. They can be thought of as a catalyst for change, a …

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