oi

Category Archives: Communication

Ignore customer relationships at your peril: The demise of out-of-touch political parties

ignore-customer-relationships-at-your-peril-The-demise-of-out-of-touch-political-parties

Even in the advent of big data, the nature of developing genuine customer relationships is generally not understood well enough by most businesses, and is not often on the agenda for thorough examination. This got me thinking about political parties and the nature of their relationships with their party members and the broader communities upon […]

Be the 1st to vote.

Read more ...

Sales Trend 10 – Storytelling, taking sales teams beyond features and benefits

BarrettSalesTrends2018-logo-Sales-Trend-10-Storytelling-taking-sales-teams-beyond-features-and-benefits

Guest Author: Rishad Sukhia, CEO, Creative Agency Brightlabs, Melbourne, Australia Sales trend 10 from our 12 Sales Trends Report for 2018 is about storytelling. We all grew up hearing and sharing stories through childhood and adulthood – they help us learn, develop and, above all, they entertain and inspire us. Brands today are increasingly incorporating storytelling into […]

Be the 1st to vote.

Read more ...

Why Purposeful Optimism is great for business

purposeful-optimism

I want you to imagine that you are a 24 year old graduate going for job interviews. In this instance, you are being interviewed by a multinational who takes you to the next stage- completing a range of psychometric assessments followed by an interview with a psychologist. Imagine if you will, that this psychologist starts […]

Read more ...

Trust is the heartbeat of business, sales and society

trust-is-the-heartbeat-of-business-sales-and-society

I have been writing about Trust in sales and business for many years; however, this year has seen a rise in my output on this topic, especially with the fallout from the Banking Royal Commission with posts such as: The Flight to Ethical Selling – how the banks can avoid a royal commission What does […]

Read more ...

Sales Trend 3: Human Centred Selling – designing Empathetic Customer Centric Cultures

BarrettSalesTrends2018-logo-Sales-Trend-3-Human-Centred-Selling-designing-Empathetic-Customer-Centric-Cultures

Sales Trend 3 from the Barrett 12 Sales Trends Report for 2018 is about Human Centred Selling. Bestselling author and business icon Stephen Covey once said: “When you show deep empathy toward others … That’s when you can get more creative in solving problems”. In this hyper connected world it’s easy to gain access to […]

Be the 1st to vote.

Read more ...

Are your sales conferences pumping or slumping?

*** Trigger Warning: May contain traces of sarcasm *** We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room with artificial light, seated at round tables with mints and water, patiently waiting for the parade of presenters to finish their ‘Death by PowerPoint’ presentations […]

Be the 1st to vote.

Read more ...

Salespeople beware tire kickers, IP thieves & time wasters

tire-kicker-international-pty-ltd

Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking even longer –like 20% longer– especially with multiple stakeholders in larger businesses. So it only makes sense that we want to be sure as salespeople that a real deal is […]

Read more ...

Cringeworthy: how arrogance and ‘seniority’ destroy sales

arrogance-selfish-wordle

Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young graduate, a millennial from the vendor’s company, sitting in the meeting with them instinctively knowing better and trying to do the right thing by the […]

Be the 1st to vote.

Read more ...

Why you shouldn’t let rudeness lead to the ruination of business and sales

Rudeness-Is-the-Weak-Persons-Imitation-of-Strength

In the midst of the trend and hype of ‘customer centricity’, ‘the customer experience (CX)’, ‘customer excellence’ and other such terms it appears there is something amiss – the rise and rise of rudeness, incivility, disrespectful behaviour, and the trend of behaving badly at work. This is not a new phenomenon; however, it is reaching […]

Read more ...

The Science of Persuasion

The Science Of Persuasion

Forget dictatorships, command and control style approaches, persuasion has a lot more going for it when it comes to better sales, better relationships, better team work, better business outcomes and long term change in actions and behaviour. The term persuasion is most commonly associated with sales people. And there’s a good reason for that. If […]

Be the 1st to vote.

Read more ...

How can we help?

New Article Notification

Receive an email when new articles are added to the blog.

Ads by Google




Categories

Archives