“Educate and Facilitate” was voted by our readers as the fourth most important sales trend in Barrett’s 2012 Sales Trends Report. With…
“Educate and Facilitate” was voted by our readers as the fourth most important sales trend in Barrett’s 2012 Sales Trends Report. With…
The pundits (including Barrett) are always reminding sales executives of the need to plan. However, a major miscalculation made by many orga…
All things being equal, relationships invariably win. However, what happens when your competitors are equally adept at developing relationsh…
Leaders of nations first did it. Military generals do it. Even high powered CEOs now do it. When they need something of critical importance …
LinkedIn is about creating and nurturing relationships. It’s a marvelous tool for researching and connecting with people and helps you for…
Pricing psychology is such an important part of every business and behavioural economics can go a long way towards understanding why custome…
For the third year running I recently had the privilege and pleasure of attending, presenting and acting as MC at the CSE11, Asia Pacific’…
Ethical selling and procurement is in the spotlight. Harvey Norman’s recent publicity surrounding alleged sourcing and use of Aust…
About the middle of last year I wrote about sales training and social media and in particular, their impact on car dealerships and thei…
The world of selling is transforming before our eyes and there are many lessons for the taking. The latest focus is on the emergence of soci…
“Should I sell and distribute my own products or another company’s products?” This is the question I really needed to answer back in 1995 an…
Selling is a contact sport and when it comes to competitors it should be full body contact! Competition serves the collective good. Merch…
