Category Archives: Communication

What makes customers unhappy?

What’s happened to having a pleasant, hassle free customer experience in this country? We are hearing more and more war stories from customers. Some go to buy something and are met with whinging, whiny staff or others return to a supplier (retailer or B2B) with a query, return, or problem to be resolved to be […]

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Do you have difficult clients or are they just different?

Style adaptability is where a person can read another person’s preferred communication style and adjusts their own communication style to that of the other person, thus making shared communication and understanding easier. It is imperative to the principle of exchange and critical to any sales role, yet it is often one of the most poorly […]

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Sales is a team effort

Sales numbers and sales processes should be understood and owned by everybody in your organisation. In today’s world if you are not directly in sales you are supporting someone who is. This is why sales really is a team effort. Rather than being just about a feel good factor and great staff alignment, this has […]

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What are the benefits of a CRM system in your business?

First of all what does CRM stand for? CRM = Customer Relationship Management. The concept of CRM has been around for a long time. The original form of CRM was a manual card system kept by a sales person that usually sat on the sales person’s desk or alongside them in the car. These client […]

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4 valuable life skills that make for success in sales and any other role

There are many things written and said about effective sales people, effective leaders, successful entrepreneurs, great teams and so on. Many descriptions are in circulation. There is an overabundance of experts recommending this approach one day and that approach the next. Those of us who want to be effective and successful often follow the advice […]

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Getting prospects to talk to you

Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you have been post the call? Making prospecting calls to new prospects and existing clients is still one of the most important sales and business development activities you can do on a […]

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Start small and really network

I have attended my fair share of networking events and more often than not, I find that I do not get any quality time to network and begin the process of building viable business relationships for the future. I find the time allocated to speak with people and start to get to know them is […]

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Count your chickens

Everyone I am speaking to, at least, are aware they are working in a softening market. Some businesses of course are counter cyclical, meaning they can make money in these tougher times i.e. outplacement firms for all the obvious reasons, but they are more the exception. If you market is softer or heading or a […]

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Prayer and purposeful action

I awoke early this morning to the sound of gentle rain falling and found myself immediately praying for more. This prayer came automatically during one of the most tragic weeks in Victoria’s history with the tragedy of the bush fires in many parts of our state. As a Victorian I have found myself upping my […]

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What’s in a relationship?

    The term ‘Relationship Selling’ is often bandied about by sales managers and sales people without properly defining what it really means.I often hear “We are in relationship selling” or “We need relationship sales people” however what I do not hear being asked is: What type of relationship are we talking about? What type […]

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