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Sales Process – A roadmap to sales success

By / / Blog, Customer experience, Sales Process Maps, Success

Imagine navigating through a big city without a roadmap or a sat nav system. If you’re lucky and have experience (aka a history of trial and error), or are good at recognising landmarks, you may work out a preferred route, but it may not be the best or fastest route you can take. If you are new to the city or to driving, or if your favourite route is blocked your journey may be more unpredictable, more time consuming, more frustrating, and random.

A sales process provides the same kind of orientation and direction that a navigation system does. It …

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Selling Better in Extreme Conditions – Case Study

By / / Blog, Case study, Learning and Development, Remote selling, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Success

Updated: February 2023

Case Study – Multinational Client B2B team  

In February 2020 – before many of us knew we were not going to be able to work in person face-to-face over 2020 and 2021 – we were contacted by the Vice President – Sales & Business Development of ACG, a multinational supplier to the pharmaceutical and healthcare industry. One of their four divisions was looking to become one of the top players in the world for their category and to achieve that they needed to raise the level of professionalism in their sales team and leaders including transitioning from transactional …

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Reminder: Everybody lives by selling something

By / / Attitudes & Behaviours, Blog, Human-centred, Sales Results, Sales Skills, Sales Talent, Selling Better, Success

Everybody lives by selling something

Within a business, this means that everybody needs to be an ambassador for our organisation. There needs to be recognition that everyone is in one of two roles: 1) actively involved in selling, or 2) supporting someone who is. Without sales there’s no business.

Selling is a human domain

Selling isn’t the domain of salespeople, it is a human domain. For those of us who have talents and capabilities we want to take to market we need to harness the competencies of human-centred, ethical selling practices. Without this essential set of life skills, we cannot …

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Sales tips for uncertain times – Here’s how

By / / Blog, Recruitment & Sales Recruitment, Remote selling, Sales Assessments, Sales System, Sales Tips, Sales Training, Success

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 doing business. We can shift our thinking by leveraging all that we have learned to propel business forward.

Here are 3 things that have helped our clients adapt in these changing times:

1. Remote Sales Training

Here’s how a remote blended learning approach works and delivers results

More businesses are coming to terms with the fact that in some cases a classroom setting is not feasible for the foreseeable future, or they prefer to …

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What to do when you can’t host your sales conference, yet!

By / / Blog, Sales Conference, Success, Teamwork

The traditional season for national sales conferences in Australia is in January and February, however it’s been a bit tricky to host this kind of events over the past two years, for obvious reasons.

With optimism in the air in late 2021 for a sales conference season in 2022, all hopes were dashed as the Omicron wave halted these plans, pushing sales conferences out a few months, or seeing them cancelled once again.

But why place so much importance on sales conferences in the first place? They are expensive to host, and they take salespeople off the road when they could be …

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The Characteristics of World Class Entrepreneurs & Change Agents

By / / Attitudes & Behaviours, Blog, Entrepreneurship, Sales Skills, Success

In my last article: Are Entrepreneurs & Change Agents Born or Made, we explored the importance of nurture, education, and environment to help cultivate our inner entrepreneur and/or change agent.

This time I’d like to present a list of characteristics or qualities that are often, if not always, present in those who become world class in this space.

While being born with high fluid intelligence, high openness to being creative and open to new ideas, and moderate agreeableness -i.e. being somewhat warm, friendly, and tactful with the ability to get along well with others- really helps, it shouldn’t stop …

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Are entrepreneurs & change agents born or made?

By / / Blog, Entrepreneurship, Life Skills, Self Development, Success

Are successful entrepreneurs and change agents born or made? This is an important question because it can affect how people see themselves and what they aim for.

Let’s start first with some basic definitions:

Entrepreneur: Entrepreneurship is defined as the act of starting and running your own business or a tendency to be creative and wish to work for yourself in your own ventures.

Change Agent: A change agent is a person from inside or outside an organisation who helps an organisation, or part of an organisation, to transform how it operates. They can be thought of as a catalyst for change, a …

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Case Study – Human-centred Sales Systems Transformation

By / / Blog, Case study, Human-centred, Sales Culture, Sales Driven Organisations, Sales Results, Sales Strategy, Sales System, Strategy, Success

The client: a $4B division of a listed corporation specialising in Wholesale & Retail. The division is a combination of B2B sales (wholesale), B2C sales across several retail brands, service areas, marketing, and procurement and it includes 200+ people.

The challenges when we started working with them late 2017-early 2018:

  • The business had acquired a mix of companies over the years and there was no integration, no common language, no consistency, etc.
  • The business was in flux and sales and share price were in decline.
  • There was poor customer retention.
  • Several key brands were being disrupted.
  • Sales and services teams were not trained to deliver to …

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Human-Centred sales teams
A game-changing strategy

By / / Blog, Collaboration, Human-centred, Sales Culture, Sales Relationships, Sales Results, Sales System, Strategy, Success

For too long sales has been seen (and promoted) as combative – us versus them – an arm wrestle on price and terms, a face-off as we sit opposite each other.

What if I told you that doing the exact opposite would actually make selling and buying easier, quicker and more enjoyable for all concerned?

Most people want relationships of all kinds, to be open, honourable, honest, productive, positive, and above all safe because this means we can concentrate on what’s important and get things done together.

However, the more companies operate in the technical space, looking for technical solutions to sales challenges, …

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A game-changing strategy Read Post »

I’m in sales, you’re in sales, we’re all in sales

By / / Attitudes & Behaviours, Blog, Brain Science, Call Reluctance, Everybody lives by selling something, Human-centred, Life Skills, Opportunity, Prospecting, Sales Psychology, Selling Better, Success

When my eldest son was eleven, he said to me ‘Mum I don’t believe everybody lives by selling something’. I said, ‘That’s interesting, why do you say that?’ and he started to try to persuade and convince me as to why this statement wasn’t true. So I said to him ‘by you trying to persuade and convince me why this isn’t true, aren’t you trying to sell me something?’ To which he said ‘Ahh, I get it Mum.’

Yes, we are all in sales, one way or another.

If you have ever tried to initiate contact with a person …

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