What Athletes, Top CEO’s and Pop Stars Have in Common

By / / Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales Training, Self Development, Success

Elite athletes, pop stars, top selling writers, politicians, Fortune 100 CEO’s all have one thing in commonthey hire coaches to help them achieve their goals faster and become or maintain their ‘number one’ status. Elite performers see the value their coach brings to their craft. They know their coach will help them gain and create insights that transform their performance. The rest of us can take the same approach. Many salespeople see the value of hiring a sales coach to help maintain an edge internally and over …

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Collaboration Software – The New Sharing

By / / Attitudes & Behaviours, Communication

‘The New Sharing’ was voted as the Number 11 Sales Trends for 2011. Just think, it was a milestone to have a shared calendar! Well, think again. We’ve come a long way. Look out for new collaboration software tools; people within companies are better sharing information, connecting, communicating and collaborating in secure online environments. Because of this, people can connect about projects, sales pitches, client accounts and daily work flow in real time across geographic locations and time zones.

Like Facebook, Twitter,

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Breast Ain’t Best: Why Sex & Selling Don’t Mix

By / / Attitudes & Behaviours, Sales Culture, Sales Relationships

‘Sex’ as a consumer marketing and sales strategy infiltrates our daily lives via advertising, celebrity endorsements, tabloids, publications and various other means and has done so for as long as we can remember. Using images of women (more recently men) in a variety of formats is supposed to entice prospective buyers (adults) and sell products and services. The ‘sex sells’ consumer marketing strategy is more recently infiltrating children’s markets creating much angst and debate about its merits and rightly so.

I want to make it clear that I’m not attempting to debate the use of ‘sex’ in consumer marketing here. Although …

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Why B2B Buying Decisions Are Taking Longer Than Ever

By / / Attitudes & Behaviours, Communication, Mindful selling, Sales Coaching, Sales Forecasting, Sales Leadership, Sales Management, Sales Measures - Inputs & Outputs, Sales Pipeline, Sales Planning, Sales Relationships, Sales Training

Are companies taking longer to make buying decisions or does it come down to impatience on the part of the B2B sales person, in a hurry to reach their sales targets? It seems nowadays buying decisions are taking longer to make than in previous years. This slow purchasing process isn’t just happening at the enterprise level in large scale businesses, it’s extended right across the board.

Protracted buying is dramatically slowing the sales process. The flow-on effects of such time delays are causing blow-outs in the cost of sale for many

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Learning how to ride the Boom AND Bust economy

By / / Attitudes & Behaviours, Business Acumen, Marketing, Resilience, Sales Culture, Sales Leadership, Sales Planning, Sales Results, Strategy

These turbulent, challenging and sometimes volatile times we find ourselves living in are making many of us rethink how we do business, how we live our lives and how we engage with the world. Unless you are hiding under the doona, the rest of us are witnessing and experiencing a major transition from the Industrial Revolution to a brave new world of the New Tech paradigm.

This transition is exciting and frightening at the same time because the ‘new order’ is not ordered at all. It keeps changing at a rapid rate leaving a constant sense of unease. Many of the …

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Signs you are at risk of losing your top sales performers

By / / Attitudes & Behaviours, Coaching, Performance Management, Sales Coaching, Sales Leadership, Sales Talent, Self Development, Success, Wellbeing

There they are every day bringing in the deals. They’re always prospecting, meeting clients, networking, making suggestions about how to do things even better and they never discount unnecessarily. Best of all your clients are happy. They’re happy with your offering, happy with your service, happy with the sales support they get and your business is profitable.

Sounds magnificent doesn’t it? Your top sales performer(s) require(s) very little work. They self manage, are resilient and are such a breeze to work with. They’re low maintenance and are not temperamental like those

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Why leading an examined life is good for sales

By / / Attitudes & Behaviours, Brain Science, Coaching, Mindful selling, Neuroscience in Sales, Sales Psychology, Sales Results, Wellbeing

‘Leading an examined life’ was voted as the Number 10 of Sales Trends for 2011. For many years you could lead an intuitive sales life because your product was your edge, but not anymore. With products replicated in minutes, the spotlight is well and truly on the specific ingredients of being an effective sales person and sales leader and managing oneself in volatile times. This all begins and ends with neuroscience. The latest scientific research into neuroscience confirms how we manage our brain. The brain is known to be like an electro-chemical …

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The Latest (disturbing) Findings From The World of Sales

By / / Attitudes & Behaviours, Business Acumen, Procurement, Sales Pioneer

For the third year running I recently had the privilege and pleasure of attending, presenting and acting as MC at the CSE11, Asia Pacific’s Premier Sales Leadership Conference – “The New Era of Professional Selling; The Pathway from Supplier to Partner Status”. Over 150 delegates from Australia’s premium companies attended and we heard from some of the world’s leading experts on sales capability, strategy and culture. There was much talk about the rapidly changing face of our B2B (business to business) sales world and how we need to build relevant and sustainable partnerships if we …

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The Practice of Confusion Marketing

By / / Attitudes & Behaviours, Marketing, Sales Culture

I wonder how many people, business owners and consumers alike are experiencing excessive frustration, anxiety or even depression as a result of the Confusion Marketing tactics employed by some businesses? Confusion Marketing is the controversial strategy and practice of deliberately sending confusing marketing material in order to hinder consumers’ comparisons with other similar offers.

Many examples are to be found in the telecommunications, banking and finance sectors, where pricing plans, contracts or interest rate offers can be so complicated that it becomes impossible to make direct comparisons between competing offers. You will find that with companies that employ such tactics that …

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Death of the ‘Detailing’ Salesman

By / / Attitudes & Behaviours, Marketing

If you have been paying attention for a while you will have realized that a lot is happening and changing in the world of selling and buying. The internet and social media are the most significant game changes along with the commoditisation of products.

With access to so much information, the buyer has grown into a more sophisticated, well informed consumer, especially in the B2B (business to business) space. The savvy business person knows that many of those commodity purchases they have traditionally made face-to-face with a sales representative can now be made online thus saving …

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