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Category Archives: Sales Culture

The Difference Between Selling and Negotiating

Listening to the Needs of the Customer

Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear ‘my people need to be able to negotiate’ when upon further inspection they first need to learn how to sell. The reason many rely so much on negotiating is that their […]

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It’s Not WHAT You Do But WHY & HOW You Do It

2012 sales trend report rank1

In December 2011 we published The 12 Sales Trends of 2012 and invited readers to vote on what they thought would be the most important trends in sales for this year. ‘It’s not WHAT you do but WHY & HOW you do it’ topped the rankings. It seems that having a Purpose, the WHY, which […]

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Breast Ain’t Best: Why Sex & Selling Don’t Mix

book that looks like a bosom

‘Sex’ as a consumer marketing and sales strategy infiltrates our daily lives via advertising, celebrity endorsements, tabloids, publications and various other means and has done so for as long as we can remember. Using images of women (more recently men) in a variety of formats is supposed to entice prospective buyers (adults) and sell products […]

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Learning how to ride the Boom AND Bust economy

boom AND bust

These turbulent, challenging and sometimes volatile times we find ourselves living in are making many of us rethink how we do business, how we live our lives and how we engage with the world. Unless you are hiding under the doona, the rest of us are witnessing and experiencing a major transition from the Industrial […]

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The Practice of Confusion Marketing

confused woman

I wonder how many people, business owners and consumers alike are experiencing excessive frustration, anxiety or even depression as a result of the Confusion Marketing tactics employed by some businesses? Confusion Marketing is the controversial strategy and practice of deliberately sending confusing marketing material in order to hinder consumers’ comparisons with other similar offers. Many […]

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Procurement & Value Managed

penny-wise-and-pound-foolish

‘Procurement & Value Managed’ was voted as the Number 8 for Sales Trends for 2011. In 2011 we are seeing the development, thinking and sophistication of the Procurement Profession accelerate. This progression will surely see procurement on the front foot of supply chain management. Around 60 percent of major global corporations now have Procurement and […]

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Age Old Lawn Bowls Turns New With Social Media

lawn bowls

Lawn Bowls clubs are innovating to attract new members, even running bare-foot bowls and speed dating bowls for new and existing members. If the sport of Lawn Bowls can embrace the internet and social media to reinvigorate its brand, increase participation, grow its members and lift revenues, then so can we all. Lawn Bowls has […]

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How your procurement practices affect your sales and brand

Ethical selling and procurement (purchasing) is now in the spotlight. Harvey Norman’s recent publicity surrounding their supposed sourcing and use of Australian native old growth forest timbers in their Chinese made furniture has drawn light on retail procurement practices. Harvey Norman have been asked by activist groups NGO Markets for Change and GetUp.org.au to explain […]

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What can women and men learn from each other about selling?

The world of selling is transforming before our eyes and there are many lessons for the taking. The latest focus is on the emergence of social media and the internet and its impact on customers’ purchase decisions. However, to date little light has been shone on lessons learnt by men and women about gender differences […]

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Different sales assessments and how to use them

If you wanted to, you could sit down for at least four weeks and complete 100’s of sales assessments and there would still be more on offer. This over abundance of sales assessments can be confusing because they are not all the same. If you do not know what you want to measure it will […]

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