‘They need to be hungry’: Why you need to redefine what a good sales recruit looks like
‘They must be hunters, they need to be hungry.’ These tired old tropes keep us from hiring the right sales talent our businesses really need.
ASIC approves July 1 business banking reforms, but delays decision on controversial definition
ASIC has given a partial tick of approval to proposed changes to how small businses banking is regulated, but more controversial changes remain in question.
Avoiding a Kodak moment: A case study on reinvigorating and future-proofing a sales team
Human beings, by and large, are notorious for staying with what is familiar to them. But this approach didn’t go well for Kodak.
Why building trust is key to sustainable long-term sales relationships
Creating and earning trust is a skill salespeople have to master, and indeed, a lot of sales training and the respective literature focuses on this skill.
“Cop out”: Banking lobby resists changing small-business lending rules
The ABA has refused to commit to changing the definition of small business in the banking industry code, outlining concerns about small-business lending.
Bank watchdogs on notice: What does the royal commission mean for small business lending?
Regulators are on notice to support changes to the banking code as SME lending looks to a brighter 2019 following the royal commission.
An unmeasurable cost: How will the banks regain public trust?
In light of the findings of the banking royal commission, it is important to reflect on what banks can do to regain trust.
Hayne balks at calls for SME-lending reform and deputises ASIC as code cop
The banking royal commission has stopped short of advocating broad changes to SME lending, prompting criticism it has not gone far enough.
Fancy some spare plums? Sales tips for everyday life situations
There are times in our daily lives when knowing how to sell well turns often awkward situations into positive outcomes for everyone.
Banking royal commission: What will Hayne’s report mean for small business?
The banking royal commission's final report will have credit implications for small business amid scrutiny over the industry code of conduct.
The rise of ethical selling in the wake of the banking royal commission
Selling is a hot topic, especially the louder calls for more ethical, fairer, purpose-driven business and selling practices.
How to sell in times of social mistrust
The sales trend ‘selling in times of social mistrust’ aims to highlight the factors and tendencies that brought us to this place of mistrust.
