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Category Archives: Brand & Reputation

The 7 differences between Selling, Marketing & Networking

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As I have stated before I am a stickler for using correct definitions when describing concepts and their elements. In music, science, mathematics, physics and engineering we do not usually debate the definition of these constructs. We accept that a crotchet is a crotchet, a prime number is a prime number and so on. No […]

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Sales Trend 9 – Back to the Village

Barrett’s Sales Trend 9 for 2015 is ‘Back to the village’. As globalisation became more and more prominent, Australian consumers in turn, became excited about being able to purchase items from all over the world. Suddenly they were exposed to a wider variety and range of products than ever before, and could boast about owning […]

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If you’re not selling, you’re supporting someone who is

Last week I wrote about ‘making promises you can keep and keeping the promises you make’ and when the rhetoric and reality do not coincide thus leaving customers disappointed at best and downright cynical and mad at worst. No business is perfect that’s for sure; however, if the intention of the business and its people […]

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Make promises you can keep & keep the promises you make

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You may have noticed in recent times that many companies, especially larger organisations, are focusing their marketing and advertising efforts on trying to portray themselves as caring and empathic to whatever cause they think is important to us; the ‘we understand you and what you are going through’ approach; trying to talk to us in […]

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What are you really paying for? Hours or Experience

Price is not based on cost

Here is a statement a friend of mine posted in LinkedIn recently, “You’re not necessarily paying for my hours. You’re paying for my years of experience. Invest in quality because quick and cheap can be costly in the long run”. It reminds me of the story of a businessman, his prestige car which, as a […]

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The problem with noisy call centres

If you look up ‘Noisy Call Centres’ on the web you will find a lot of information about the welfare of call centre staff. Often working in open plan office environments side by side, with many people speaking at once, ringing phones, office equipment hum and in some cases loud music in the background, you […]

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Put the polish on your new sales year

I have previously written about ‘putting yourself in another’s shoes’, however, I have never written about actual shoes before. In this post I wanted to raise awareness about our attire, our physical presentation – as sales and business professionals. There are 2 key areas we need to consider: The overall congruence of what we are […]

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Corporate social responsibility at the sales coal face – no more only ‘what’s in it for me’

Imagine our organisations making people feel good because they bought from us; imagine people changing their behaviours for the better because  our organisations showed them how; imagine the kinds of conversations and messages that will happen in our businesses when our people see what their contribution is making to the lives of their customers and […]

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Buyer Beware of Trademark Scams & Scammers

As much as we promote and encourage honourable and effective selling and buying practices it is just as important to keep an eye open for the latest scams and scammers looking for unsuspecting victims. One of the latest scams dogging businesses and business owners is the area of the registered Trademark where business are receiving […]

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Is your business Customer Focused & Customer Centric?

As with many things these days, words or expressions get bandied about with little regard for what they really mean.  For instance, when we ask people how they define ‘Prospecting’, the overwhelming response is ‘Cold Calling’. Prospecting is far more than cold calling: it can happen anywhere with new, existing or lapsed accounts – anywhere […]

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