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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‘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…
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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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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…
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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…
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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 -…
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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…
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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…
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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,…
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