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Category Archives: Opportunity

The road less travelled – Selling Better

the-road-less-travelled--selling-better

On 9 January, 1995 I took the road less travelled when I chose to start my business dedicated to Selling Better rather than follow the traditional path of Selling More, and that has made all the difference. As a business owner, entrepreneur, and pattern systems thinker amongst other things, it has been a fascinating and […]

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12 things we’ve learned so far about Selling Better in a 21st Century world

My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and private sectors, N4P and government since 1995 and we have seen and learned a lot of things. Here is some of what we have learned: […]

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This didn’t happen in my time …

this-did-not-happen-in-my-time

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 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 […]

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What are YOU doing to create space for opportunities?

be-open-to-great-opportunities

In recent months, I have deliberately chosen to start each week by writing down this statement: ‘Be open to great opportunities’ This statement appears at the top of my To Do list book that I take with me everywhere. It is handwritten and highlighted with yellow highlighter. I have chosen to do this for several […]

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Want to find & own uncontested markets? Try Blue Ocean Strategy

you-never-change-things-by-fighting-the-existing-reality-to-change-something-build-buckminster-fuller

In today’s cluttered business landscape and global marketplace, finding uncontested markets to sell into and own, free of competition, at least for the foreseeable future, is getting harder, and harder and harder. Developing innovative ideas that turn into something new, unique and viable, are not easy to copy, and deliver revenue and healthy margins is […]

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Should clients pay for tender and RFP submissions?

no-rfp

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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The Optimistic Sales Professional

optimism

Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. And there’s a body of research showing that keeping an optimistic outlook and having the physical energy to meet the demands of working in sales are critical […]

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The Power of Optimism and Opportunity for Sales & Business

pessimist-optimist

Bob Safian, Editor in Chief of Fast Company, said: “…Uncertainty reigns as rapid change disrupts expectations and social norms. Global leadership is fractured and economic conditions fluctuate widely. Specters loom, from climate change to cyberterrorism. The relentless pace can make you want to curl up in a corner, wary of what might come next. Or […]

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Sales Trend 1 – The Selling Better Manifesto

BarrettSalesTrends2018-logo-Sales-Trend-1-The-Selling-Better-Manifesto

Sales Trend 1 of the Barrett 12 Sales Trends for 2018 Report is our Selling Better Manifesto. It talks about the Selling Better Movement and it explains why we have started it. We have created The Selling Better Movement with the hope it will help people understand that there’s a better way of doing business. […]

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