Signs you are at risk of losing your top sales performers

By / / Attitudes & Behaviours, Coaching, Performance Management, Sales Coaching, Sales Leadership, Sales Talent, Self Development, Success, Wellbeing

There they are every day bringing in the deals. They’re always prospecting, meeting clients, networking, making suggestions about how to do things even better and they never discount unnecessarily. Best of all your clients are happy. They’re happy with your offering, happy with your service, happy with the sales support they get and your business is profitable.

Sounds magnificent doesn’t it? Your top sales performer(s) require(s) very little work. They self manage, are resilient and are such a breeze to work with. They’re low maintenance and are not temperamental like those

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Why leading an examined life is good for sales

By / / Attitudes & Behaviours, Brain Science, Coaching, Mindful selling, Neuroscience in Sales, Sales Psychology, Sales Results, Wellbeing

‘Leading an examined life’ was voted as the Number 10 of Sales Trends for 2011. For many years you could lead an intuitive sales life because your product was your edge, but not anymore. With products replicated in minutes, the spotlight is well and truly on the specific ingredients of being an effective sales person and sales leader and managing oneself in volatile times. This all begins and ends with neuroscience. The latest scientific research into neuroscience confirms how we manage our brain. The brain is known to be like an electro-chemical …

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The Latest (disturbing) Findings From The World of Sales

By / / Attitudes & Behaviours, Business Acumen, Procurement, Sales Pioneer

For the third year running I recently had the privilege and pleasure of attending, presenting and acting as MC at the CSE11, Asia Pacific’s Premier Sales Leadership Conference – “The New Era of Professional Selling; The Pathway from Supplier to Partner Status”. Over 150 delegates from Australia’s premium companies attended and we heard from some of the world’s leading experts on sales capability, strategy and culture. There was much talk about the rapidly changing face of our B2B (business to business) sales world and how we need to build relevant and sustainable partnerships if we …

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The Practice of Confusion Marketing

By / / Attitudes & Behaviours, Marketing, Sales Culture

I wonder how many people, business owners and consumers alike are experiencing excessive frustration, anxiety or even depression as a result of the Confusion Marketing tactics employed by some businesses? Confusion Marketing is the controversial strategy and practice of deliberately sending confusing marketing material in order to hinder consumers’ comparisons with other similar offers.

Many examples are to be found in the telecommunications, banking and finance sectors, where pricing plans, contracts or interest rate offers can be so complicated that it becomes impossible to make direct comparisons between competing offers. You will find that with companies that employ such tactics that …

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