oi

Category Archives: Attitudes & Behaviours

Ignore customer relationships at your peril: The demise of out-of-touch political parties

ignore-customer-relationships-at-your-peril-The-demise-of-out-of-touch-political-parties

Even in the advent of big data, the nature of developing genuine customer relationships is generally not understood well enough by most businesses, and is not often on the agenda for thorough examination. This got me thinking about political parties and the nature of their relationships with their party members and the broader communities upon […]

Be the 1st to vote.

Read more ...

Using ‘Intelligent Practice’ to enhance Sales Mastery & Results

using-intelligent-practice- to-enhance-sales-mastery-and-results

In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development, coaching, and thorough planning thus leaving their evolution and sales results to chance. Rushing through the day, responding to ‘urgent’ matters and deadlines, getting in […]

Be the 1st to vote.

Read more ...

Some key guidelines for Negotiations in Sales

Rule-of-thumb-for-Negotiations-in-Sales

We are regularly asked by sales managers to provide negotiation skills training for their salespeople. However, after talking with them about their team’s situation and development priorities, it is quite clear, 90% of the time, that their people do not need negotiation skills training, what they really need is consultative solution selling skills training instead. […]

Read more ...

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 […]

Read more ...

Sales Trend 11 – Sales cycle taking longer (much longer)

BarrettSalesTrends2018-logo-Sales-Trend-11-Sales-cycle-taking-longer-much-longer

Sales Trend 11 from the Barrett 12 Sales Trends Report for 2018 explores the sales cycle and looks at the factors that are making it longer. In a B2B environment, the sales cycle is usually defined as the days/ weeks/ months that pass from the first time a salesperson makes contact with a lead to […]

Read more ...

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: […]

Read more ...

7 things you need to know about the Craft of Selling

We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally and externally.  Selling is the vehicle that allows opportunity to flourish and people to prosper. Nothing happens until something gets sold. However: As ever present […]

Be the 1st to vote.

Read more ...

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

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

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 […]

Read more ...

Sales Trend 9 – Personal Branding is a must have asset

BarrettSalesTrends2018-logo-Sales-Trend-9-personal-branding-is-a-must-have-asset

Key terms: social media, consistency, engagement, results Guest author: Josh Schmalenbach Sales Trend 9 from our 12 Sales Trends Report for 2018 is about social selling. As technology and the internet have evolved, our access to information has also vastly grown. Never before has it been so easy to find out so much about a […]

Be the 1st to vote.

Read more ...

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 […]

Read more ...

How can we help?

New Article Notification

Receive an email when new articles are added to the blog.

Ads by Google




Categories

Archives