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…
‘He who hesitates is lost’ is a saying I have chosen to kick off this topic. Why? Over 50 years of empirical research into sales success shows that people who…
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…
Uncertainty has been our permanent companion over the last two years, and as business and sales leaders and professionals, ‘adaptation’ is -or at least, it should- be our way of…
On Thursday 2nd December we launched our 12 Sales Trends Report for 2022 - Decarbonising Sales Operations. A panel of experts in different fields discussed some of the topics in…
Prospecting is the function and ability to ignite opportunities with new and existing clients, new markets, within communities. Prospecting opens many doors if we are prepared to do it -…
No mucking around. Let’s get straight to the point. Things have changed -dramatically- as a result of COVID with new opportunities and markets emerging, old ways of doing things in…
Back in 2012, I wrote the article – Are you really listening or just waiting to speak – which resonates with salespeople and leaders and gets them thinking about how…
Most sales managers have sales experience. It makes sense from a career path perspective – you’re good at selling so your next logical career step is into sales management. However,…
The most current and effective iteration of the modern sales profession has been around for the last 15-20 years i.e. client centric solution selling, and yet, most salespeople still learn…
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