In 30 seconds The Problem: In buying committee meetings, sales professionals instinctively focus on the engaged, enthusiastic stakeholders and avoid the quiet, sceptical ones. That sceptic - the operational manager…
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In 30 seconds The Problem: If your sales conversations revolve around pricing and features, you're a vendor - easily replaced, first to be cut, and commoditised. C-Suite executives don't buy…
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In 30 seconds As AI reshapes sales, success hinges not on replacing people, but on partnering with machines. The “human-in-the-loop” model lets AI do the heavy lifting -analysing data, predicting…
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In 30 seconds Two months ago, I entered Hugo Boss at Chadstone Shopping Centre, seeking a perfect suit. Kimmi, a warm sales associate, showed me a great black suit but…
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In 30 seconds Theory of Mind (ToM) is all about understanding that others have unique thoughts, feelings, and viewpoints. It's key for navigating any relationship, from work colleagues to family.…
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In 30 seconds Asking for a discount can be customary or a signal of needing expense justification. For businesses, avoiding unnecessary discounts is crucial. Discounting devalues offerings, sets poor examples,…
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In 30 seconds Selling is much more than completing transactions, particularly in B2B and complex B2C environments. Delivering value is crucial for building long-term relationships with customers. To shift to…
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This is not the first time I have written about Race to the Bottom issues, nor will it likely be the last. However, I am prompted to raise this topic…
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No more games*! Now more one-upmanship! No more outfoxing, outsmarting or outwitting others at their expense! Instead, what about playing it straight and acting with honesty, integrity, and transparency? What…
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In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis. At that time, having conversations with business leaders across Australia and internationally, we…
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