Category Archives: Brand & Reputation

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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How many clients and sales are you losing out the back door?

Are you aware that it is six (6) times more expensive to acquire a new client than it is to retain an existing client? Keeping clients onboard and engaged with your business is just as important as your sales team finding new business sales with new and existing clients, however many businesses do not pay […]

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Delivering Real Value beyond Product & Price

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Delivering Real Value beyond product and price”. For many years most of a product’s value came from the production processes that converted raw material into useful […]

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If you’re a sales person you should be a brand leader

brand equity

In the last 40 years the concept of branding, as a means of differentiating one company or product from another, has become an important and powerful marketing tool. Enormous sums of money, and extensive executive time has been invested in developing and promoting brands, and making sure that more buyers were aware of the value […]

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Hey Retailers – stop whinging and start caring!

brick vs mortar

Over the past few months there has been a plethora of editorial regarding the decline in retail sales. Amongst other things, an argument being put forward by traditional retailers for these poor sales numbers is the unfair advantage Internet traders have because many don’t have to charge GST for products under $1,000. This, claim the […]

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Intuitive CRM

‘Intuitive Customer Centric CRM’ was voted by our readers as the number 10 Sales Trend of the 12 Sales Trends of 2012.  The goal of a CRM solution should be to drive growth (i.e. revenue) and maximize efficiencies (i.e. profit) in business practices and processes developing relationship management (sales) with customers at the centre of […]

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