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David Bowie – a role model for all entrepreneurs

By / / Business Acumen, Collaboration, Entrepreneurship, Life Skills, Marketing, Sales Strategy, Self Promotion, Success

The sad passing of David Bowie this last week has brought a huge wave of emotional outpouring from many parts of the world including myself. I grew up with David Bowie. He has been in my life as long as I can remember. He was, I admit, my most favourite  music star of all. I loved everything about him and remember him with much love and affection. I have the books and albums, I have been to his concerts, and most recently attended that wonderful exhibition ‘David Bowie is’ which tracked his life and highlighted his contributions to music, art, …

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Put the polish on your new sales year

By / / Brain Science, Brand & Reputation, Neuroscience in Sales, Presentation & Grooming, Sales Presentation & Grooming, Self Development, Self Promotion

I have previously written about ‘putting yourself in another’s shoes’, however, I have never written about actual shoes before. In this post I wanted to raise awareness about our attire, our physical presentation – as sales and business professionals. There are 2 key areas we need to consider:

  • The overall congruence of what we are wearing and how we present
  • The relevance and suitability of what we are wearing and how we present

    • You may think this topic doesn’t matter much with the broader and more relaxed approach to business attire these days, but it does. Consciously …

    Put the polish on your new sales year Read Post »

    On your marks… Get set… GO!

    By / / Attitudes & Behaviours, Education in Sales, Life Skills, Sales Training, Self Development, Self Promotion, Success

    A prosperous life after elite sport is critically important to elite athletes as many of them have dedicated the best part of their lives (some into their 30’s) pursing excellence in their chosen sport often leaving education or business pursuits on the side.  These elite athletes know that achieving excellence in sport requires dedication, determination, discipline and sacrifice.  So what do you do career wise after a life in elite sport?  Or what can you do business wise while still pursuing your sporting goals?

    These are just two of the many questions asked by the ACE (Athlete Career & Education) advisors …

    On your marks… Get set… GO! Read Post »

    So What Does Being Strategic Really Mean?

    By / / Attitudes & Behaviours, Life Skills, Sales Consulting, Sales Strategy, Self Promotion

    With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming ‘commoditised’,leaders and management are looking for an effective alternative. Everywhere you turn these days companies are (or want to be)’strategic‘. The challenge is, many business leaders and their management generally don’t say what they really mean by that, or how to do it.

    So, what does being strategic really mean? Well for starters, being strategic is not …

    So What Does Being Strategic Really Mean? Read Post »

    4 rules to best validate yourself with buyers

    By / / Communication, Negotiation, Sales Relationships, Sales Strategy, Self Promotion

    Ever been asked straight up at the beginning of a prospective client meeting, “So what do you do?” despite your sincere intention to ask questions of your prospective buyer rather than talk about yourself?

    I bet you have and I bet you found yourself on more than one occasion feeling somewhat uncomfortable because:

    a) You didn’t know what to say quickly and succinctly thus making yourself feel and look a bit silly;

    or

    b) You ended up talking about your business, your products and yourself ad nauseam while watching your client or buyer’s eyes glaze over.

    Hmm Awkward … why do …

    4 rules to best validate yourself with buyers Read Post »

    Exceptional Prospecting and Social Media

    By / / Call Reluctance, Communication, Prospecting, Sales Tips, Self Promotion, Social Media, Social Sales

    With social networking sites and the plethora of online data available, 2011 presents us with better quality prospecting and more qualified prospects. ‘Prospecting and Social Media’ was voted as the Number 4 Sales Trends for 2011. Business networking sites such as LinkedIn and Plaxo, and the emergence of Facebook and Twitter as business destinations, give the discerning business or sales person access to quality data where they can research key contacts with an organisation, as well as business activity. Then, when appropriate, they can use this data to make professional connections.

    Smart business leaders and sales people are using social networking …

    Exceptional Prospecting and Social Media Read Post »

    I’m not a sales person but I have to sell. What do I do?

    By / / Attitudes & Behaviours, Call Reluctance, Self Development, Self Promotion

    After thousands of hours of study and many years honing technical skills to be a competent professional in your chosen field, it can come as a rude shock that you now need to sell your services and capabilities as well. In today’s busy market, a competent selling capability isn’t a nice-to-have it is an essential business and life skill.

    Interestingly, the topic of selling and growing a business often doesn’t feature in those university lectures does it? In fact, selling is in many cases covered over and, if spoken about at all, was only mentioned as an unsavoury aspect employed by …

    I’m not a sales person but I have to sell. What do I do? Read Post »

    Is Call Reluctance® choking your sales effort?

    By / / Attitudes & Behaviours, Brain Science, Call Reluctance, Coaching, Prospecting, Sales Coaching, Sales Psychology, Sales Results, Sales Skills, Sales Tips, Self Promotion

    Whether we are working for a private or public company, a “not for profit” or government institution, all of us are in some way competing for access to a revenue source to fund our existence.

    How capable people are to take on the responsibility for improving the revenue line of a company is a hot topic in today’s competitive market.

    Research shows that no longer can companies and their people rely on their technical competence, passive referrals, reputation, brand or blanket advertising to bring in new business and revenue streams as they may have done in the past. They also need to …

    Is Call Reluctance® choking your sales effort? Read Post »

    Getting prospects to talk to you

    By / / Call Reluctance, Communication, Prospecting, Resilience, Sales Motivation & Rewards, Sales Skills, Sales Tips, Self Promotion

    Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you have been post the call?

    Making prospecting calls to new prospects and existing clients is still one of the most important sales and business development activities you can do on a daily basis. Even with all the electronic communication and marketing options at hand most businesses still need to have someone prospecting for them to build and forge real business relationships. Top performing sales people make sure prospecting is part of their daily repertoire.

    Like many things prospecting …

    Getting prospects to talk to you Read Post »

    Exceptional Prospectors

    By / / Attitudes & Behaviours, Brain Science, Call Reluctance, Competition, Networking, Prospecting, Resilience, Sales Pioneer, Sales Psychology, Sales Relationships, Sales Results, Sales Skills, Sales Talent, Sales Tips, Self Promotion, Social Media, Social Sales, Success
  • “My most important appointment is prospecting and I do it first up every day.”
  • “I qualify all leads I generate and have an approach to handle those that aren’t ready yet.”
  • “People appreciate a professional sales approach and are able to make an informed decision to say ‘yes’ or ‘no’ because I clearly explain, up front, my reason for contacting them using a customer centred approach. They need only say ‘no’ if they’re not interested.”
  • “I have a list of categorised prospects or influencers and a set approach for each category.”

    • Is this what you say, and how you feel and act about prospecting?

    These …

    Exceptional Prospectors Read Post »

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