Salespeople who complain about price as a barrier need to wear bicycle helmets.
As a salesperson, the next time you feel you are losing …
Salespeople who complain about price as a barrier need to wear bicycle helmets.
As a salesperson, the next time you feel you are losing …
Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ in the hope t…
Aussie retailers are doing it tough. The Christmas period failed to meet expectations, large internationals like Amazon are knocking on the …
In times of major change, uncertainty and upheaval we have two choices. One, we bunker down, keeping our heads low, wait for things to pass …
One of the biggest worries in sales, besides prospecting, is dealing with customers’ objections. Many people do not like dealing with obje…
Even the once exclusive professions of accounting, medicine, law and engineering have come to realise that they can no longer survive on ref…
Do you frequently discount to win business? Does your brand seem to matter less to customers today? It’s no wonder. Customers can do a Goo…
By Paul Harrison, Deakin University
When customers are offered a “cooling off” period, they don’t change their minds, even when th…
This week’s article comes off the back of last week’s topic—Getting prospects to talk to you—but it will take a different approach….
Over 10 years of research and insights generated from working closely with market leading organisations and thousands of salespeople has…
Sales Trend 11 for our 12 Sales Trends report for 2016 is the renaissance sales manager.
The logic follows that senior executives determi…
Social selling is not a new phenomenon, as many might think.
Social selling has been around for many years in various forms and is the pr…
