Locating Prospects

By / / Prospecting, Sales Planning, Sales Tips, Social Media, Social Sales

In the sea of information that is the internet and the ever growing networked communities we live in, you could essentially get a sales lead from anywhere. In principal this sound great. You always have someone to call on or prospect too.

However having too many choices can often lead to feelings of being overwhelmed by too much information. And when you have too much information this can lead to indecision and subsequently inaction. And inaction is the NUMBER 1 killer of any sales prospecting strategy.

So where do we start to sort out where we locate prospects? …

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Elite athletes find key to corporate success

By / / Attitudes & Behaviours, Emotional Intelligence, Sales Talent, Self Promotion

For Cathy Freeman and Ian Thorpe and now Stephanie Rice and Michael Phelps Olympic success has literally brought fame and fortune … but their high profile success is not just about the colour of their medals.

With the Olympics just over I can’t help but think of all the other athletes who won medals and wonder how many of them will end up with amazing sponsorship and media deals like Cathy, Ian, Stephanie and Michael. Not many I’ll bet. And with the Paralympics just begun, how many of these athletes will capitalise on their talent …

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The Dark Side

By / / Assessments, Attitudes & Behaviours, Brain Science, Coaching, Emotional Intelligence, Neuroscience, Neuroscience in Sales, Sales Leadership, Sales Management, Sales Psychology, Self Development, Uncategorized, Wellbeing

How well can we manage ourselves, our teams and businesses in a crisis or tough times?

Are our actions and behaviours putting us, our people and our businesses at risk?

As leaders and managers we are on show and our actions often speak louder than our words. In challenging times this is even more evident. Under pressure cracks may appear and our leadership is put to the test.

How do we cope under pressure? What happens to us when we crack? When placed under high levels of pressure, most people will rely on coping mechanisms or their strengths …

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Do Not Call

By / / Brand & Reputation, Call Reluctance, Ethics & Values, Prospecting

Last week www.smartcompany.com.au ran a story saying that the Federal Government may include business numbers in the Do Not Call register. What are they talking about?

Prospecting for new business via the telephone (referred to as unsolicited phone calls) is still a legitimate and critical business activity necessary for anyone in sales and in business, especially in business to business sales where consumer marketing and advertising strategies do not work effectively. It is a vital activity any business or sales person worth their salt should be doing on a regular basis. Therefore I do not believe that the …

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Desperate Times Don’t Call for Desperate or Deceptive Measures

By / / Brand & Reputation, Ethics & Values, Sales Culture, Value Proposition & Value Add

As markets tighten and people’s sentiment can tend towards the negative it is critical that we don’t get spooked. As mentioned before in the article about “Watch who you let near your mind” we need to examine all the evidence at hand, make informed decisions about our market and continue to ensure that our prospecting and sales efforts are targeted and at the forefront of our business activities. We also need to make sure that we continue to conduct ourselves in an ethical and professional manner working with our clients not against them.However in desperate times (and maybe it is …

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Daring to be Different (part 2)

By / / Assessments, Recruitment & Sales Recruitment, Sales Assessments, Sales Management, Sales Skills, Sales Talent

Here is the second of two articles about recruiting top performing sales people and daring to do so from outside of your industry.

Even though I have not worked as a traditional recruitment consultant for more than 14 years many of my long standing clients still talk about those ‘out of the box’ placements we made. Was it just the recruitment approach that made the difference. Well NO. What these savvy mangers is did was make sure the culture and the business could accommodate these ‘new’ types of people.

They took their current team along on the journey to …

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Daring to be Different (part 1)

By / / Recruitment & Sales Recruitment, Sales Management

Here is the first of two articles about recruiting top performing sales people and daring to do so from outside of your industry.

When it comes to assessing sales and sales leadership capabilities in your business do the lines blur between the cultural morays, views and perceptions, gossip and politics and the real capabilities needed to be assessed against your actual sales strategy?

In my line of work I am often requested to sit on senior management interview panels for clients because of my background and expertise in assessing sales leadership and sales performance and the issues around of internal and external …

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Are you really listening?

By / / Brain Science, Communication, Customer Service, Negotiation, Neuroscience in Sales, Sales Skills, Value Proposition & Value Add

Ever misinterpreted or missed hearing important information which meant that you missed a vital opportunity? You’re not alone. Listening has always been, and still, one of life’s most vital skills. With so much competing for our time and attention I have found the effectiveness of mine and others’ listening skills are being increasingly challenged.

Where I notice my deficit in this area the most is when I go home after a busy day and my children want to tell me all about their day and I realise my head is still full of my work and other priorities …

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Be Consistent & Keep Your Customers Happy

By / / Brand & Reputation, Collaboration, Communication, Competition, Customer Service, Sales Culture, Sales Driven Organisations, Value Proposition & Value Add

One of the things that frustrate me the most as a customer is inconsistent service standards, inconsistent procedures and people’s inability to deal effectively and honourably with different types of people. If left unchecked this leads to confusion, frustration, wasted time, wasted effort, impaired brands and reputations, lost revenue and lost customers.

These issues don’t seem to be as much of an issue when you deal with very small companies because usually everyone knows what everyone else is doing and how it should be done even if it is only via word of mouth. However as businesses expand and …

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