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Category Archives: Attitudes & Behaviours

Why commission selling in financial services should be banned

calculator commision based selling

Here we are again, talking about unethical and corrupt sales practices in the Financial Services Industry. The Youi fiasco, first reported by Fairfax on 28 August 2016 ‘Does Youi owe you?’, offers one of the worst examples of unethical sales behaviour and bad sales commissions plans I have ever heard of. If the reports by […]

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Why I cannot relate to the typical salesperson stereotype and why we need a new one for the 21st century

fast-talking-salesman-stereotype

If you cannot relate to the typical salesperson stereotype you are not alone. Many people we speak to, including many salespeople themselves, have never been able to relate to the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all, we-are-the-frontline-and-without-us-you-wouldn’t-have-a-job persona that is often portrayed as the ideal salesperson stereotype in the […]

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Without a Strategic Sales Force, you are doomed to fail

strategic sales force

A strategic sales force – one driven by a focused sales strategy and robust sales operation framework rather than a panel-beaten corporate / marketing strategy or territory plan for capturing incremental share of spend, is a highly treasured asset. A strategic sales force will deliver better results for the organisation’s customers and as a result, […]

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Sales Trend 7 – Buyer Behaviours in Transition

12-sales-trends-2016-trend-seven-Buyer-Behaviours-in-Transition

Sales Trend 7 from the Barrett 12 Sales Trends for 2016 Report is ‘Buyer Behaviours in Transition’. For some time now we have seen many suppliers falling victim to the ‘race to the bottom’ mentality and tactics driven by various businesses and their procurement teams, especially from the oligopolies that exist here in Australia and […]

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Why manners & courtesy are vital for successful selling, businesses & societies

Manners-Courtesy-Respect-in-Sales

Sometimes, the seemingly trivial daily acts we perform are the most important. Courtesy is but one example. For instance, while driving your car, do you ever want to switch lanes but are prevented from changing by the heavy traffic? How do you feel when someone, recognising your problem, slows down, waves to you and lets […]

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Lessons for sales teams from an elite sportsman

sport-vs-business-coaching

As part of our team’s regular coaching and development, a couple of weeks ago  Franco Crismann, one of Barrett’s BDMs went to a senior management business event at the MCG (Melbourne Cricket Ground) where Brian Lake, former Hawthorn/Western Bulldogs AFL footballer, spoke about maintaining a winning culture at work. Here is Franco’s report and reflections […]

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Why Marketing can’t fix a Sales Problem

marketing-cant-fix-a-sales-problem

When sales start to dry up or the business doesn’t seem to be getting traction with customers, many small to medium (SME) sized businesses will usually turn to Marketing in the first, and often only instance, as their preferred solution to fixing poor sales results. Why? Because many people have been taught to think they […]

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Lessons from Introverts on how to be better salespeople

Silent-Thoughtful-Sales-Power-Introverts

Last week I wrote about the value that engineers, technicians, scientists and mathematicians can bring to the world of selling into the 21st century. I mentioned their qualities of analytical thinking, problem solving, their deep knowledge base, among other things. I also referred briefly to the traits of introverts, ambiverts and extroverts. As mentioned it […]

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Why engineers, technicians & scientists might make the best salespeople in the 21st Century

how to measure sales performance

It has been a long held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly, and all that. However, given the complexity of our world and the ever increasing need to make well informed decisions and manage risk before we […]

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The difference between Cheap & Frugal Customers & how to deal with them

Today, many clients whether they are B2B (business) or B2C (consumer) are looking to save money. Why? Times are uncertain, markets and demographics are shifting, there is a wide variety of choice, and it’s much easier for buyers to make product comparisons and compare prices. It is said that we are currently under the influence […]

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