Category Archives: Ethics & Values

Unethical Selling, not Selling, should be on trial at the Banking Royal Commission

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With the handing down of the Interim Report from the Banking Royal Commission, Commissioner Hayne was scathing in his assessment of the banking finance sector, especially the big 4 banks and large insurance and investment firms, such as AMP, for enabling their cultures of greed to flourish at the expense of customers’ wellbeing, principled and […]

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4 Questions to Test if your Sales & Prospecting Tactics are Ethical

4-questions-to-test-if-your-sales-and-prospecting-tactics-are-ethical

Do other people stand to gain from your sales tactics and actions? Do your sales tactics and actions have a positive influence on your own and others’ well-being and self-esteem? Do your sales tactics and actions move you and your customer closer to your respective short- and long-term goals? Would most people approve of how […]

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This didn’t happen in my time …

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Today it happens it is the same to be decent or a traitor To be an ignorant, wise, a pickpocket, a generous person or a swindler All is the same, nothing is better They are the same, a fool and a professor There are no failing grades or hierarchy, the immoral people have caught up […]

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Why a Fair Exchange of Value goes beyond exchanging money for goods

Fair exchange of value

At its simplest, selling and buying is about a transactional exchange of a service or product for money. For simple, low cost, transactional sales, where we may have little vested interest in the other person or company providing that product, we may not reflect as deeply on our buying interactions with them. However, if we […]

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Trust is the heartbeat of business, sales and society

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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 […]

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Selling isn’t only for salespeople

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Have you ever tried to persuade someone about the merits of a new idea, service or initiative? Most surely you have. Countless times. People do this all the time, since we were born; in our personal, professional and community lives. It is part of being human. So how did your efforts go? Did you get […]

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What does Selling Better mean for customers and shareholder return?

I have to start with the bad news on this topic. Are any of us surprised by the current revelations stemming from the Australian Banking Royal Commission? Possibly not. Are any of us surprised as to the extent of the unethical and illegal behaviours documented and admissions made by senior management into the systemic corruption […]

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Should clients pay for tender and RFP submissions?

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In principle, and ideally in practice, yes they should. Why? Because there is a lot of time, effort, money and IP that goes into preparing a tender or RFP (request for proposal). This also includes RFIs (request for information). The companies requesting these tenders, RFPs and RFIs are freely benefiting from the expertise of suppliers […]

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Salespeople beware tire kickers, IP thieves & time wasters

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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 […]

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Sales Trend 2 – The case for long-term focus

BarrettSalesTrends2018-logo-Sales-Trend-2-the-case-for-long-term-focus

Sales Trend 2 of the Barrett 12 Sales Trends for 2018 Report is the case for long-term focus and strategy. It’s no news that most businesses are focused on the short-term, living from quarter to quarter, and that although there’s ongoing argument about whether there’s enough evidence or not to say that long-term businesses perform […]

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