Avoid the Brain Drain – Why Brain Fitness Equals Better Sales

By / / Attitudes & Behaviours, Brain Science, Neuroscience, Neuroscience in Sales, Sales Psychology

What does neuroscience and increased sales have to do with each other? It seems more than we would think. The latest research into neuroscience reveals that how we use our brain does make a huge difference to our long term sustainability, our overall wellbeing and our success in sales and other professions. The world of neuroscience proves what high performers have intrinsically done all along – by engaging in effective self appraisal, continuous learning, a healthy lifestyle and a mindful approach to work and one’s personal life leads to clearer thinking, better decisions and much …

Avoid the Brain Drain – Why Brain Fitness Equals Better Sales Read Post »

The New Age Customer

By / / Customer Service, Procurement, Sales Leadership, Social Media

In a world still recovering from the GFC and grappling with the buzz of social media, we are now in the midst of a war between retail and online shopping facing daily decisions about purchasing locally or overseas, and B2B sales teams challenged with moving from selling product transactions to being business people who can sell value and ideas. It’s no wonder that businesses are grappling with the new age customer who has emerged looking somewhat different in this new climate.

Sales leaders often struggle with the changing dynamics of the customer relationship. The Sales …

The New Age Customer Read Post »

Let’s not assume

By / / Attitudes & Behaviours, Communication, Sales Skills, Sales Tips, Uncategorized

There is an old saying “assume makes an ASS out of U and ME” and for good reason. Too often sales people find themselves jumping in too soon, offering premature solutions when it comes to dealing with a prospective client’s needs or priorities.

Often they begin with the best of intentions by asking some preliminary questions of the prospective client. But many sales people report finding it hard to continue asking questions when opportunities present themselves during the course of the conversation. Instead, they want to begin talking about possible options …

Let’s not assume Read Post »

Are you a Sales Pioneer?

By / / Attitudes & Behaviours, Sales Pioneer, Success

‘Sales Pioneer’ was voted as the Number 7 Sales Trends for 2011. As the business world and selling become increasingly complicated, the Sales Pioneer is emerging to help us all map a pathway to the future.

Unafraid to ask the hard questions, uncover new opportunities and challenge the precepts and ideas of their clients and companies alike, the 21st Century Sales Pioneer is not afraid to stand up and be counted.

The 21st Century Sales Pioneer works in healthy and dynamic collaboration with clients including …

Are you a Sales Pioneer? Read Post »

Do you see me? Do you hear me? Does what I say matter to you?

By / / Uncategorized

After over 4300 shows in 25 years, Oprah’s final show aired recently where she mentioned that of more than 30,000 people she has interviewed, they all had one thing in common; the need to be validated. Oprah claims that the common three questions they needed answered were:

‘Do you see me? Do you hear me? Does what I say matter to you?’

I propose that these questions are at the heart of 21st Century selling – the principle of exchange of value. How well a salesperson validates their clients and prospects through skills such …

Do you see me? Do you hear me? Does what I say matter to you? Read Post »

How your procurement practices affect your sales and brand

By / / Attitudes & Behaviours, Ethics & Values, Procurement, Sales Culture

Ethical selling and procurement (purchasing) is now in the spotlight. Harvey Norman’s recent publicity surrounding their supposed sourcing and use of Australian native old growth forest timbers in their Chinese made furniture has drawn light on retail procurement practices.

Harvey Norman have been asked by activist groups NGO Markets for Change and GetUp.org.au to explain themselves. GetUp.org.au has even gone to the lengths of creating and distributing a viral advertisement after the Television Classification Board refused to classify the ad, concerned about potential legal action if they did so. …

How your procurement practices affect your sales and brand Read Post »

Are you letting online leads go cold?

By / / CRM, Social Media

Middle of last year I wrote about sales training and social media and in particular the impact on car dealerships and their sales teams. In particular, their tardiness in responding to online leads. Well it seems this is still a problem – only the other week one of my coaching clients told me about his dealings with a prestigious car brand where he contacted a dealership to arrange a test drive only to have someone get back to him 7 weeks later, well and truly after …

Are you letting online leads go cold? Read Post »

CRM as a business strategy

By / / Communication, CRM, Procurement

‘CRM as a business strategy’ was voted as the Number 6 Sales Trends for 2011. Looking at your Customer Relationship Management systems (CRM’s) as a piece of software? Think again. While CRM’s are getting better, easier and cheaper to use, this year more companies are positioning their CRM’s as a marketing channel to map the true value of their clients to aid their competitive edge.

For those unfamiliar with CRMs, it’s time to familiarise yourselves or be left behind. A CRM is a strategy to manage your company’s interactions with your customers, clients and …

CRM as a business strategy Read Post »

Big Banks still don’t get it when it comes to working with SME’s

By / / Uncategorized

It didn’t surprise me one little bit when I read an article in the Australian Financial Review on 9 June 2011, titled ‘Big Banks deluded about small business’. The article surmises that the vast majority of small business bankers are nothing more than product floggers trying to sell a product rather than providing consultation expertise to their SME clients, on their specific needs and working with them to get the best out of their business banking relationships.

Most disturbing is the bank’s illusion of their customers’ satisfaction with the service they’re receiving. The reality is of course entirely the opposite. Are …

Big Banks still don’t get it when it comes to working with SME’s Read Post »

Why we should coach, manage & measure Sales Inputs rather than Sales Results

By / / Coaching, Communication, CRM, Performance Management, Prospecting, Sales Forecasting, Sales Measures - Inputs & Outputs, Sales Pipeline, Sales Training, Success

Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results – the Outcomes. Managing by numbers, sales managers can get blinded by measuring the number of sales made and revenue and profit margins achieved rather than focusing on the vital activities that produce these outcomes in the first place- The Sales Inputs.

Every outcome is the result of its inputs. Every effect has its corresponding cause(s).

Consider the following questions:

  • Do you know how your sales people actually achieved their …

Why we should coach, manage & measure Sales Inputs rather than Sales Results Read Post »

Scroll to Top