Category Archives: Brand & Reputation

A view for the other side

An Audience with Procurement Part 2 Following for last week’s piece on Procurement, I promised I would delve further into the view from the other side of the table and how, we, as sales people, view procurement and some of the practices which help or hinder sales and partnership effectiveness. And what our common enemy […]

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An Audience with Procurement

Recently I was approached by the head of CISP Australia (Chartered Institute of Purchasing and Supply) www.cipsa.com.au, Jonathan Dutton to be their after dinner speaker at the Women in Procurement Conference on 19 June 2008. This was a new event on CIPSA’s calendar which provided a unique educational and networking opportunity for those interested in […]

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Culture and Communication

Selling and servicing across cultures is more common now than it has ever been. And as more and more of us come across international sales opportunities I thought it would be worth while looking at some of the challenges we may come across when trying to communicate effectively cross culturally in sales or other business […]

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Sustainability – the new criteria

What is your position on SUSTAINABILITY? What community improvement activities is your company involved with? These are questions, among many others, that my team and I are responding to for a Request For Proposal (RFP) document for a sales training project with a large Australian Corporation. This is the first time we have been asked […]

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Great Story Tellers

I have noticed that good sales people are often great storytellers. They have the ability to find the right story to resonate with your situation. They speak from experience and you know they know their stuff. They can paint a picture that is your picture and get you visualizing success in partnership with them. They […]

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We’ll meet again!

Ever been treated with an attitude of indifference? Ever been ignored as a customer because you didn’t look the part or didn’t fit the stereotype of a typical buyer? Ever been fobbed off in favor of someone else because you are (supposedly) not famous enough, well connected or prestigious enough to do business with? The […]

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The Law of Reciprocity

Starting out a prospecting call or receiving a customer call with a negative, resigned or flat, uninterested attitude will not inspire anyone and more than likely lose you customers. I find people are often very unaware of just how they come across to other people and then act surprised when people are rude to them […]

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Contact vs Connection

Know the feeling when you make contact with someone and you both promise that you will keep in touch but never do? Or someone you met briefly at a function, where you exchanged business cards, calls you up asking for one favour after another never seeming to return the favour? Or others still who seem […]

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Trust-based relationships

I typed ‘Sales’ into youtube.com the other day just to see what was on offer. I have to say that some of the initial videos displayed on the front page were very disappointing indeed, especially when it came to building trust-based relationships with clients. One well-known speaker was spruking ways to get your prospect to […]

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Insights from being in business for 13 years

Happy New Year to you all. I wonder if you took time off over the Christmas-New Year break and, like me, had a bit of trouble letting go initially and then found yourself easing into enjoying a little time off from work commitments. It’s when I slow down that I find some of my thoughts […]

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