Networking

By / / Networking, Sales Relationships, Self Development, Value Proposition & Value Add

Although technology has become increasingly important in recent years, the importance of relationships in business has not changed. Upon reflection, it appears that we have taken the following path.

Technological Era ——> Industrial Era

In fact, it has been predicted that over the next ten to fifteen years, we will see a new era emerge; that being the era of the relationship in doing business. It is estimated that the relationships we have in business with our customers and within organisations will be the key differentiator for businesses worldwide.

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Insights from being in business for 13 years

By / / Brand & Reputation, Business Acumen, Self Development, Strategy, Success, Vision, Mission & Purpose

Happy New Year to you all. I wonder if you took time off over the Christmas-New Year break and, like me, had a bit of trouble letting go initially and then found yourself easing into enjoying a little time off from work commitments. It’s when I slow down that I find some of my thoughts drifting to why I got into business for myself in the first place. There is a good reason for this. You see on the 9 January 2008 my business will be 13 years old.

Around that time, 13 years ago, I wasn’t happy where I …

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Sales and emotional intelligence

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Mindful selling, Neuroscience in Sales, Sales Relationships, Self Development, Success, Wellbeing

The “gender” discussion highlighted by my Sell like a Woman project, articles and other research leads people to believe that women are doing things men cannot because of gender. And this is causing sighing and forelock tugging in some male circles. “Not another feminist on her soap box” or “all men are useless” I hear some say.

As stated previously, my approach is not to denigrate men or idolise women, but to bring you information and findings that give you food for thought to help you make decisions so that you can be more successful at what you choose to do …

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Burnt-out, tired, had enough?

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Mindful selling, Neuroscience, Neuroscience in Sales, Self Development, Success, Wellbeing

Sales is not for the faint hearted, nor is running your own business. For those of us who run our own businesses and/or have careers in sales or sales management, we find we are often faced with stressful situations such as:

  • Budgets to achieve in tougher markets.
  • Challenging clients, staff, peers, bosses or suppliers.
  • Changes that effect your competitive edge with products and services.
  • New market competitors, products, ideas and innovations.
  • Dealing with unethical people or business tactics.
  • New system upgrades or old systems that don’t work well.
  • Not to mention our personal lives and the many changes we face on a daily basis.

How do we …

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Men are from Mars. Women are from Venus.

By / / Attitudes & Behaviours, Brain Science, Communication, Emotional Intelligence, Gender & Sales, Neuroscience in Sales, Sales Relationships, Sales Research, Sales Skills, Self Development

Last week I explained that my blog is called Sell Like A Woman because there is an increasing body of research overseas showing that woman are often outperforming men in achieving sustainable results in sales and client relationships. And I promised you I would start to highlight, from my research, what successful sales women do especially well. So here is your first snippet.

Men are from Mars. Women are from Venus.

I asked 50 highly successful sales women across a wide variety of industries about the differences between male and female sales people.

There was a uniform feeling among all the women interviewed …

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The huge cost of hesitation

By / / Attitudes & Behaviours, Brain Science, Call Reluctance, Emotional Intelligence, Neuroscience in Sales, Prospecting, Resilience, Sales Research, Sales Skills, Self Development, Self Promotion

I knew that being hesitant in the sales arena was a no-no, but I didn’t know just how much business it could cost.

From my experience, hesitating sales people miss out on about 15 new sales opportunities a month. People who do not hesitate to prospect or make contact with customers are five times more productive than their hesitant colleagues.

I find that most people in business hesitate to make contact with prospective buyers on a regular consistent basis, often leaving prospecting to chance. It is one of the biggest issues facing most businesses when it comes to making sales and staying …

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