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Category Archives: Success

Breaking the Chain of Ignorance – upping the pace of transformation

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Breaking the Chain of Ignorance – upping the pace of transformation”. It is not enough to adapt to change, we need to keep ahead of the […]

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On your marks… Get set… GO!

A prosperous life after elite sport is critically important to elite athletes as many of them have dedicated the best part of their lives (some into their 30’s) pursing excellence in their chosen sport often leaving education or business pursuits on the side.  These elite athletes know that achieving excellence in sport requires dedication, determination, […]

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Customer Satisfaction & Retention Booster

It is five to ten times easier to keep a customer we have than to get a new one – so taking customer satisfaction and retention seriously should be serious business. We already have the most powerful marketing tool to boost customer satisfaction and increase customer retention, as well as improve employee morale and develop […]

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How Meditation Can Make You a Better Salesperson

pebbles in the ocean

In this increasingly complex world emotions such as empathy, compassion and benevolence are emerging as critical qualities of highly successful people, teams, companies and communities. Even in the highly competitive world of business and selling, those sales people and leaders who are able to incorporate these qualities into their daily work and personal lives are […]

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Stop Throwing our Salespeople and Sales Managers into the Deep End

Sales People Thrown into the Deep End

Isn’t it about time we stop throwing our sales people and sales managers in the deep end and expecting them to swim – or sell and lead with no support or training in this case? Isn’t it about time that we had frank conversations with our potential recruits about what sales and sales manager roles […]

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The Difference Between Selling and Negotiating

Listening to the Needs of the Customer

Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear ‘my people need to be able to negotiate’ when upon further inspection they first need to learn how to sell. The reason many rely so much on negotiating is that their […]

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Move Over Marketing Here Comes Sales Strategy!

Sales Strategy

The pundits (including Barrett) are always reminding sales executives of the need to plan. However, a major miscalculation made by many organisations is viewing their sales operations as purely tactical functions. The result – at best, sales plans become little more than operational imperatives bumping along one quarter to the next with no strategic intent. […]

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Athletes Chase Olympic Gold in UK and Business Success Back Home

It’s an Olympic year and many of our elite athletes are rightly focusing their efforts on the London 2012 Olympic Games. There are a certain number of gold medals on offer and everyone knows their worth in terms of the honour and glory and even more so in terms of ensuing publicity, product endorsements, speaking […]

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No Sales Leadership + No Accountability = No Sales Results

Leaders stick hands in sand

Companies spend billions each year on sales training, organisational development, leadership training and other efforts to ultimately boost sales results. Often this is a waste of money because nothing changes for the better. Too busy looking for a short term boost, magic bullet or quick fix, i.e. the 1-3 day motivational sales training event, many […]

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Make 2012 The Best Year Yet – Put Yourself First!

Puffin Billy Train Ride

As we all come sailing in from the rather stormy seas of 2011 for a brief rest in a safe harbour we can chose to look back and reflect on what has happened in 2011; the challenges, mistakes, triumphs and lessons learned. Although reflection is very important we must not forget to take time to […]

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