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Category Archives: Attitudes & Behaviours

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 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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6 Tips on How to Sell Value and Reposition Price

sell-value-and-reposition-price

One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way. Clients and prospects get into these conversations because there’s nothing […]

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Is your organisation your worst ‘Sales Blocker’?

Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on. The accusatory finger always seems to be pointing at the salespeople. And sometimes this is fair, however, there are many reasons why […]

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Is your sales team Sinking or Swimming?

Even with the wide availability of information, sales training resources and systems to get salespeople up to speed and selling, too many salespeople are still being thrown in the deep end without any support or induction, and are expected to sell. Now, if you are an experienced salesperson you would probably navigate your way fairly […]

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Sales Leadership – the power of preparedness, curiosity and courage in times of flux

BarrettSalesTrends2018-logo-Sales-Trend-7-Sales-Leadership-the-power-of-preparedness-curiosity-and-courage-in-times-of-flux

Sales Trend 7 from the Barrett’s 12 Sales Trends Report for 2018 is about leadership, in particular, which characteristics are key for leaders in times of flux. The state of flux we are experiencing, is bringing about a shift in the top key qualities required to be an effective business executive and leader. It’s not […]

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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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Are your salespeople stumbling at hello?

are-your-salespeople-stumbling-at-hello

We all want better sales performance and, as I mentioned last week, there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help. For example, through an attitude and activity based questionnaire you can measure if […]

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We all want better sales performance, but what works best?

we-all-want-better-sales-performance-but-what-works-best

Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly. Some tactics offer a temporary lift in sales while other strategies deliver more sustainable changes and lifts in performance over the long term. We’ve outlined three different approaches […]

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