Last week www.smartcompany.com.au ran a story saying that the Federal Government may include business numbers in the Do Not Call register. What are they talking about? Prospecting for new business…
As markets tighten and people’s sentiment can tend towards the negative it is critical that we don’t get spooked. As mentioned before in the article about “Watch who you let…
One of the things that frustrate me the most as a customer is inconsistent service standards, inconsistent procedures and people’s inability to deal effectively and honourably with different types of…
An Audience with Procurement Part 2 Following for last week’s piece on Procurement, I promised I would delve further into the view from the other side of the table and…
Recently I was approached by the head of CISP Australia (Chartered Institute of Purchasing and Supply) www.cipsa.com.au (broken link), Jonathan Dutton to be their after dinner speaker at the Women…
Selling and servicing across cultures is more common now than it has ever been. And as more and more of us come across international sales opportunities I thought it would…
What is your position on SUSTAINABILITY? What community improvement activities is your company involved with? These are questions, among many others, that my team and I are responding to for…
I have noticed that good sales people are often great storytellers. They have the ability to find the right story to resonate with your situation. They speak from experience and…
Ever been treated with an attitude of indifference? Ever been ignored as a customer because you didn’t look the part or didn’t fit the stereotype of a typical buyer? Ever…
Starting out a prospecting call or receiving a customer call with a negative, resigned or flat, uninterested attitude will not inspire anyone and more than likely lose you customers. I…
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