You have to be prepared to take a risk or two to succeed. But don’t expect your customers to have the same level of zest for risk-taking. …
You have to be prepared to take a risk or two to succeed. But don’t expect your customers to have the same level of zest for risk-taking. …
With 2013 behind us we thought you would like to take a look at our annual 12 Sales Trends Report for 2014. Gone are the days of managing sa…
I have previously written about ‘putting yourself in another’s shoes’; however, I have never written about actual shoes before. In thi…
It is well known that questions deliver answers. The real question in sales is: ‘What questions deliver sales results?’ Asking questions…
This article first appeared on December 16, 2009. Dear Aunty B, We have made a big investment in sales staff this year in order to boost sa…
Energy company AGL South Australia and its marketing company CPM Australia have copped a $60,000 penalty, by consent, for illegal door-to-do…
Let’s start with a question: What is the most important quality of highly successful salespeople?
This question is often on the m…
Last week I received a call from a woman (let’s call her Tracy for the purpose of this article) desperately seeking help on how to sell. T…
In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on…
Much has been written about the role of salespeople. However, many of these “authorities” are professionals in disciplines that have (at…
In this video, sales evangelist and author Trent Leyshan tells us how to manage the sales funnel, kill time waste and smash sales targets. …
More products and services are becoming commoditised. Price differentiation is less of a sustainable advantage. Smarter buyers demand a fas…
