classroom-vs-online

Will we ever return to traditional classroom education?

By / / Attitudes & Behaviours, Blog, covid-19, Education in Sales, Sales Essentials, Sales Skills, Sales Training

When was the last training workshop you attended with a group of people in a brick and mortar classroom or training facility? A while ago I suspect.

For the vast majority of learners in businesses, schools and universities, the traditional face to face classroom setting is not available during the restrictions of the current pandemic.

Does this mean an end to formal education and learning? Of course not.

What it does mean is that, at no other time in history, we have the perfect opportunity to re-frame, re-imagine and re-design education and formal learning and effectively re-engage learners in how to upskill, learn, …

Will we ever return to traditional classroom education? Read Post »

education-and-learning-how-to-sell-in-difficult-times

Why the federal government should be teaching businesses how to sell

By / / Blog, covid-19, Sales Essentials

This article first appeared in Kochie’s Business Builders.

While JobKeeper has been a very important and necessary scheme to help stave off immediate business closures and job losses for the short term, it’s not designed to last forever. Loan Guarantee Schemes, with the best of intentions, won’t and don’t solve poor strategy and sales revenue issues either. Who’s going to lend any money to businesses with no or poor sales, or no viable go-to-market strategy?  Any self-respecting SME cannot and shouldn’t borrow more money if they don’t have some certainty about where their business opportunities, customers, and …

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Navigating the Brave New World of Sales

Adapting the sales strategy & processes of your business to sell better in the New Normal

By / / Attitudes & Behaviours, Blog, Business Acumen, covid-19, Sales Results, Sales Strategy, Strategy

Within every crisis lies the demise of some and the making of others. Within every crisis also lies a myriad of opportunities.

Those first movers who gain an early advantage will realise the opportunities first in the new normal and make it harder for the competition to match.

So when it comes to the making or breaking of businesses, especially during a crisis, having a clear purpose, an adaptive sales strategy, effective sales processes and proactive, agile sales teams are key. This means that our businesses need to read and quickly adapt to the changes in market dynamics then pivot, if need …

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rsr_national_initiative

A ready-to-go program to avoid the ‘Insolvency Tsunami’ & save your business

By / / Blog, Collaboration, covid-19, Education in Sales, Entrepreneurship, Sales Driven Organisations, Sales Essentials, Sales Results, Sales Skills, Sales Strategy, Strategy, Success

I read an article in The Age, Thursday 23 July 2020 about how some of the major banks are warning against jumping on the debt bandwagon to save businesses during the crisis, despite the tax payer backed loan scheme. I couldn’t agree more. Any self-respecting business, especially SMEs cannot and shouldn’t borrow more money if they do not have some certainty about where their business opportunities, customers, and sales revenue is going to come from now and in the future.

Earlier in the week I also read a press release by Kate Carnell, the Australian Small Business & Family Enterprise Ombudsman, which …

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lessons-I-am-learning-about-myself-and-my-business-during-COVID-19

Lessons I’m learning about myself & my business during COVID-19

By / / Blog, covid-19, Entrepreneurship, Ethics & Values, Sales Leadership, Sales Strategy

This crisis is, in my humble opinion, a test of character for me and I would say for many other people.

It has put everything I care for, value and taken for granted on notice. Not that I wasn’t aware of or didn’t pay attention to these things before. I am a very attentive and purposeful person; however, this pandemic has put everything on the table for a thorough examination.

I recall, as the COVID-19 shutdown hit, the very first thing I did was gather my team together and I said this:

“Our number one goal is to stay together and …

Lessons I’m learning about myself & my business during COVID-19 Read Post »

lost-revenue-due-to-covid-19

Lost sales revenue? – Start fixing it now

By / / Blog, covid-19, Opportunity, Sales Essentials, Sales Results

Many SMEs have, at the moment, a sales revenue problem mostly due to the challenges that have been brought about by the pandemic.

The brutal fact is that we will have to reset and redouble our sales efforts. This doesn’t mean doing more of what we have been doing, it means re-thinking what we are selling, how we are selling, and to whom. That is the only way to find and realise opportunities in the current conditions.

Waiting for the phone to ring or a lead to come in and not knowing how to look at other markets for revenue opportunities is …

Lost sales revenue? – Start fixing it now Read Post »

Will ‘Selling Remotely’ become the norm for field sales teams post COVID-19?

By / / Blog, Communication, covid-19, Education in Sales, Networking, Opportunity, Prospecting, Sales Meetings, Sales Skills, Sales Training, Success
Will selling remotely become the norm post COVID-19 for B2B and Complex B2C field sales teams?

The early signs say ‘yes’, but let’s take a closer look at what’s happening.

Many things have been tossed up in the air with the advent of the COVID-19 crisis.

Take, for instance, the boom in Zoom meetings on every level – keeping people in touch with each other across the street, suburb, state and international boundaries. It’s something many of us are getting used to.

Whether it’s Zoom, MS Teams, Skype, Facetime, WhatsApp or even the humble telephone, staying in touch and communicating with people is vital …

Will ‘Selling Remotely’ become the norm for field sales teams post COVID-19? Read Post »

time_is_now

The Time is NOW for Purposeful Optimism

By / / Attitudes & Behaviours, Blog, Collaboration, covid-19, Innovation, Life Skills, Opportunity, Optimism, Purposeful Optimism, Resilience, Sales Essentials, Sales Skills, Sales Strategy, Selling Better, Strategy, Success, Wellbeing

I get the feeling, at this stage of the COVID-19 crisis, that many of us feel like we are living in a kind of ‘Twilight Zone*’ – an ambiguous area between the boundaries of two concepts, conditions – a grey zone; or a state of surrealism, where things that should not make sense seem to do so; or an indefinite or transitional condition. Take your pick.

For many of us, everything we have taken for granted or accepted as standard has been thrown into question. If you’re like me, you’re likely asking yourself, your family, your team, your clients and suppliers, …

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It’s time to look ahead. It’s time to get selling

By / / Attitudes & Behaviours, Brand & Reputation, Communication, covid-19, Opportunity, Sales Strategy, Sales Tips, Success
No more waiting… It’s time to look ahead. It’s time to get selling.

This headline may seem insensitive to some people. ‘It’s too soon’ I hear some people saying.

It is perfectly understandable that when a *Black Swan Event -such as what we are living through now with Covid-19- happens, people stop in their tracks to first deal with the immediate shock and then try to make sense of ‘what the hell just happened?’ People’s mental and emotional energy are focused on the here and now – it’s about how to survive.

 Which is why when organisations are in major crisis, key decision-makers …

It’s time to look ahead. It’s time to get selling Read Post »

how-do-we-enable-our-pilots-and-crew- to-land-safely

How do we enable our ‘pilots and crew’ to land safely?

By / / covid-19, Customer Service, Opportunity, Sales Coaching, Sales Consulting, Sales Leadership, Sales Psychology, Sales Skills, Sales Strategy, Sales Training

As a Learning and Development professional you can ensure your “pilots and crews” not only perform well during normal operations, but can also be equipped with the right training, coaching and support when the crisis hits.

Whether your business has been affected by the COVID-19 crisis directly or through the ripple effect along the supply chain and out to customers, your sales and service staff and their leaders are probably worried now -both personally and from the business point of view- about how to manage sales and service operations remotely with the disruptions the crisis might cause …

How do we enable our ‘pilots and crew’ to land safely? Read Post »

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