The Holy Trinity of Selling

By / / Attitudes & Behaviours, Business Acumen, Buying, Collaboration, Common Ground, Communication, Ethics & Values, Opportunity, Sales Skills, Sales Talent, Solution Selling

This post has been inspired by my colleague, Ben Shute, who I work arm in arm with bridging the divide between sales and procurement. He wrote about the Holy Trinity of Procurement Skills and so challenged me to do the same for Sales.

Here is my contribution.

The profession of selling requires a whole range of capabilities. It’s hard to know where to begin to define the 3 core elements for sales – the Holy Trinity of Selling.

So I’ll start with the master categories of Knowledge, Skills and Mindset from Barrett’s Sales Competency Dictionary.

Knowledge

Let’s …

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Want a viable future? Opportunities abound in the Common Good

By / / Attitudes & Behaviours, Business Acumen, Case study, Common Ground, Environment & Sustainability, Ethics & Values, Innovation, Opportunity, Optimism, Selling Better, Sustainability & Environment

What type of board member, CEO or sales leader are you?

  • Are you stuck in the day-to-day looking to meet your monthly and quarterly targets, looking to maximise profit, shareholder return and your bonuses?
    OR
  • Are you looking into the future to see what lies ahead ensuring there is a viable sustainable path for all to follow and participate in?

    • In today’s world everything is up for grabs.

    Old institutions are crashing and dying because they held onto the past and failed to adapt.

    Take Thomas Cook Travel as a current case in point. While their leaders were bathing themselves in 29M pounds of bonuses, …

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    Why Progress, NOT Perfection, helps us find Common Ground for the Common Good

    By / / Attitudes & Behaviours, Collaboration, Common Ground, Communication, Environment & Sustainability, Ethics & Values

    “Don’t let the perfect be the enemy of the good.” Voltaire

    “The world is becoming very black and white with people striving for perfection where only the best is acceptable. If we continue down this road, then we will lose everything that is human.” Madeline Stuart*

    “Perfection is the enemy of progress.” Winston Churchill

    Our relationship with perfection and progress can be rather fraught.

    In the human world that often promotes perfection or the idealised state, i.e.

    The perfect body

    The perfect marriage/relationship

    The perfect career

    The perfect mind

    The perfect way to be sustainable, and so on…

    We can …

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    Debunking myths for the Common Good

    By / / Attitudes & Behaviours, Common Ground, Environment & Sustainability, Ethics & Values, Gratitude, Resilience, Sales Strategy, Selling Better, Success, Sustainability & Environment

    If you had to put a percentage weighting on the following questions what would your answers look like?

  • How much of your individual success so far is solely down to your own efforts?
  • How much of your individual success so far is as a result of the success of your community – where you were born, what family you were raised in, what school you went to, networks, friends, government support, infrastructure and the era in which you live?

    • It’s probably impossible to give definitive answers to these questions; however, I suspect, like me, you are aware that much of our individual success …

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    Engaging with words and stories to find common ground

    By / / Attitudes & Behaviours, Collaboration, Common Ground, Environment & Sustainability, Ethics & Values, Gratitude, Opportunity, Sustainability & Environment, Trust, Wellbeing

    Using words & stories to find common ground & progress towards a better future together

    As mentioned previously, finding common ground is indispensable to our progress, especially if we are to move forward as communities and solve the most pressing issues we have to deal with as humans inhabiting an abundant but vulnerable and finite planet.

    In this article we explore how words, language and the stories we tell can help us find common ground or tear us apart, and look at some examples to demonstrate how things can go either way.

    Have you ever shared a story or anecdote that sounded perfectly …

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    Why should I give a damn about you?

    By / / Attitudes & Behaviours, Collaboration, Common Ground, Environment & Sustainability, Ethics & Values, Wellbeing

    The Common Ground Series – Part 2

    As mentioned previously, Finding Common Ground is about exploring shared interests, beliefs, or opinions between two people or groups of people who may disagree about most other subjects.

    In a world where the media, governments and self interest groups are portraying, more often than not, a polarised ‘us’ versus ‘them’ narrative, even though many of us go about our day-to-day interacting with all sorts of people from all sorts of backgrounds, it’s even more important that we resist this divisiveness and work together to find common ground for the common good.

    Why?

    Octavio Paz, …

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    In order to progress we must first find common ground

    By / / Attitudes & Behaviours, Collaboration, Common Ground, Communication, Environment & Sustainability, Ethics & Values, Life Skills, Sustainability & Environment, Wellbeing

    The Common Ground Series – Part 1

    Common ground: shared interests, beliefs, or opinions between two people or groups of people who disagree about most other subjects. (Cambridge dictionary)

    Finding common ground is indispensable to our progress, especially if we are to move forward as communities and solve the most pressing issues we have to deal with as humans inhabiting an abundant but vulnerable and finite planet. This matter affects us all, in all aspects of our lives and as such it is a topic worth exploring and understanding in more depth. This article is the first in a series about progress …

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