Even in the advent of big data, the nature of developing genuine customer relationships is generally not understood well enough by most businesses, and is not often on the agenda…
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In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development,…
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We are regularly asked by sales managers to provide negotiation skills training for their salespeople. However, after talking with them about their team’s situation and development priorities, it is quite…
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On 9 January, 1995 I took the road less travelled when I chose to start my business dedicated to Selling Better rather than follow the traditional path of Selling More,…
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Sales Trend 11 from the Barrett 12 Sales Trends Report for 2018 explores the sales cycle and looks at the factors that are making it longer. In a B2B environment,…
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My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and…
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Less Is More when it comes to doing good strategy, sales planning and market segmentation. As Michael Porter, Professor and 'Father' of Competitive Strategy (Harvard Business School), says: The essence…
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Guest Author: Rishad Sukhia, CEO, Creative Agency Brightlabs, Melbourne, Australia Sales trend 10 from our 12 Sales Trends Report for 2018 is about storytelling. We all grew up hearing and sharing stories…
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We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally…
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With the handing down of the Interim Report from the Banking Royal Commission, Commissioner Hayne was scathing in his assessment of the banking finance sector, especially the big 4 banks…
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