Trust is the heartbeat of business, sales and society

By / / Attitudes & Behaviours, Brand & Reputation, Communication, Competition, Ethics & Values, Sales Culture, Sales Relationships

I have been writing about Trust in sales and business for many years; however, this year has seen a rise in my output on this topic, especially with the fallout from the Banking Royal Commission with posts such as:

The Flight to Ethical Selling – how the banks can avoid a royal commission

What does Selling Better mean for customers and shareholder return?

What are the biggest issues facing CEOs and sales leaders today?

Yet, trust is the heartbeat of business, sales and society.

Without this life force pumping vitality through our collective systems every day …

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How Sales and Marketing can excel in a world in flux

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Collaboration, Marketing, Sales Driven Organisations, Sales Results, Sales Trends

In this sales trend from the Barrett’s 12 Sales Trends Report for 2018, David Hubbard explains what sales and marketing can do working together to excel at generating revenue.

Who’s in flux? The Buyer. They have dramatically changed how they identify, evaluate and purchase solutions over the past 10 years, and they continue to evolve. Every member of the buyer team for B2B and considered B2C purchases has instant mobile access to the information they need throughout each stage of their purchasing process.  Even when they are fully engaged with us, they are constantly interacting with our competitor’s information.

As a …

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Selling isn’t only for salespeople

By / / Attitudes & Behaviours, Education in Sales, Ethics & Values, Life Skills, Self Promotion, Selling Better, Success

Have you ever tried to persuade someone about the merits of a new idea, service or initiative?

Most surely you have. Countless times.

People do this all the time, since we were born; in our personal, professional and community lives. It is part of being human.

So how did your efforts go?

Did you get their attention?

Did you manage to convince them to adopt your idea?

Did you both get what you wanted out of the exchange?

Did you feel satisfied that you made a positive impact?

Maybe. Maybe not.

It all depends on how well you were able to enlist all the skills and qualities of good …

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The alarming findings about the Peter Principle & Sales Managers

By / / Attitudes & Behaviours, Business Acumen, Coaching, Collaboration, Sales Leadership, Sales Management, Sales Talent

Have you ever worked with someone who was really effective in one role but then promoted to other roles, usually management, and ended having no idea and no real capacity to fulfil that role in a competent manner?

Chances are your answer is ‘yes’.

This is a common occurrence in many organisations where people are continually promoted until they are no longer effective in their roles – basically they rise to their level of incompetence. This is referred to as the Peter Principle which was highlighted by Dr. Laurence J. Peter in 1969.

Basically, the problem arises when the skills that makes someone …

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Want to find & own uncontested markets? Try Blue Ocean Strategy

By / / Business Acumen, Competition, Entrepreneurship, Innovation, Opportunity, Sales Driven Organisations, Sales Results, Sales Strategy, Strategy, Success

In today’s cluttered business landscape and global marketplace, finding uncontested markets to sell into and own, free of competition, at least for the foreseeable future, is getting harder, and harder and harder.

Developing innovative ideas that turn into something new, unique and viable, are not easy to copy, and deliver revenue and healthy margins is equally tough.

Rethinking our marketplaces, our traditional customers and non-customers, and how we sell and deliver real value to them, that they are prepared to pay for, well that’s another difficult challenge too.

Most businesses these days find that they are increasingly competing head to …

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