As with many things these days, words or expressions get bandied about with little regard for what they really mean. For instance, when we ask people how they define ‘Prospecting’,…
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It doesn't take much to sow the seeds of discontent in business today, and the potential for creating dysfunctional, “toxic” sales teams and culture is much easier than you think. There are…
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Are you aware that it is six (6) times more expensive to acquire a new client than it is to retain an existing client? Keeping clients onboard and engaged with…
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When it comes to sales productivity and sales performance many companies are shortchanging themselves and, unfairly blaming their salespeople for poor sales performance results. How can that be? Well too…
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Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term…
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Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they…
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Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand…
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The term 'Sales Enablement' has emerged in recent times as a hot topic in the world of sales, however it can have as many interpretations as there are sales teams…
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The 8th August 2012 was a milestone for Professional Salespeople around Australia: until that day there had been no officially recognised benchmark for professional selling at tertiary level. Whereas Finance,…
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Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Great sales people like great athletes…
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