Category Archives: Sales Culture

The Flight to Ethical Selling – how the banks can avoid a royal commission

se-hear-speak-no-evil-the-flight-to-ethical-selling

Everybody lives by selling something and so it is true for the banks and financial services businesses; however, it seems that too many people in some divisions of some of the banking, financial planning and insurance institutions have confused ethical selling with unethical selling practices. Not all banks and financial institutions, mind you, but enough […]

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Get more sales by aligning your sales process to the buying process

Awareness-Interest-Desire-Action

In the classic Bill Murray movie Caddyshack, he tries in vain to catch a gopher (rodent) ruining the golf course. Eventually, it occurs to him that “in order to catch a gopher, you have to think like one…” It was a good movie, with good advice from Murray. And it is good advice for salespeople […]

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Don’t die wondering, the real secret to sales success – Part I of II: the business

purposeful sales system

I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once you look into them, either leave you feeling duped because of the unethical biases they take, or you are left with lots of little bits […]

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Why Sales is still the elephant in the room

The-Elephant-in-the-room

Have you noticed that nearly everyone you meet from CEOs and leaders to professionals services firms, not-for-profits and universities, to the people in the street want to do anything but actually sell and talk about sales? Many of them will tell you that they want to grow their businesses, deliver better revenue and profits, drive […]

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Women in Sales Leadership – Visions of Success

women-in-sales-leadership-summit

On 19-20 April I had the privilege of chairing the 2-day conference: Women in Sales Leadership – Visions of Success in Sydney where we had over 100 women and 4 men attend. The attendees were given the opportunity to hear from and interact with 16 of Australia’s leading female sales leaders and three male sales […]

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2017 Sales Trend 4 – Learn to Embrace and Manage Complexity

BarrettSalesTrends2017-Trend4-Learn-to-Embrace-and-Manage-Complexity

Sales Trend 4 from our 12 Sales Trends for 2017 report explains why to have extraordinary sales teams and operations, we have to embrace complexity. As John Lord[1] said “Perhaps a greater understanding of what I am saying might be obtained by exercising a greater willingness to think more deeply”.  Regrettably, most organisations ONLY view […]

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Four tips to spot business opportunities.

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How many people in your business are in contact with customers on a daily basis? How many of them would be presented with new business opportunities but wouldn’t know what they look like or what to do with them? Lately, we are hearing a common theme coming from CEOs, sales leaders, and partners at professional […]

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What you need to drive your sales strategy

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The frequently used business model of having sales under marketing, and therefore not having a separate sales strategy is no longer effective in today’s complex market place. Sales strategies developed by non-sales driven executives tend to be little more than tactical ways to support the marketing drive, brand equity, corporate philosophy and/or the value/volume targets. […]

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Are sales teams driven by greed and desperation dying out?

The other week one BDM from my sales team called the sales director of a business that sells advertising in industry magazines to speak to him about his priorities for his telephone sales team. We had been referred to this sales director by the managing director of the same company. After a brief introduction and […]

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Lessons from Introverts on how to be better salespeople

Silent-Thoughtful-Sales-Power-Introverts

Last week I wrote about the value that engineers, technicians, scientists and mathematicians can bring to the world of selling into the 21st century. I mentioned their qualities of analytical thinking, problem solving, their deep knowledge base, among other things. I also referred briefly to the traits of introverts, ambiverts and extroverts. As mentioned it […]

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